Sales Strategy

Jimmy DeGroot: Why Metrics Matter for Managerial Success April 16, 2025 (0 comments)

Appleton, WI.--If you want to begin moving your manager from a management by seat of your pants style to a more planned, systematic approach, just start being accountable to some key metrics.

It’s simple to set up. All you need to do is write down the areas of the business you want to improve, then begin measuring that metric and holding them accountable for success with incentives.

My buddy Rob wanted his team to stop discounting. We coached him to write the “recipe” for how to handle customers that asked for a discount. This was complete with actual verbatim responses and scenarios for new merchandise, dated merchandise and “good customers” who “always” get a discount.

Once the recipe was written and the new procedure implemented, we set up an incentive plan for people to abide by the discount rules. Now his manager could manage outcomes and behaviors. Margaret, his manager was incentivized to promote non-discounting and both Rob and Margaret could now enjoy a great sense of accomplishment.

Metrics are great. Any aspect of your business you want to change, just meet with your manager and decide on the change that needs to take place, set incentives for both the team and your manager and allow your manager to implement the plan.

Using metrics will allow you to manage actions objectively and get measurable results. On the other hand, if you or your manager is trying to manage emotions and subjective assumptions and opinions, you’re pounding clay. This also goes for new purchases of jewelry lines or technology. Assign all things and areas where you want change and manage growth through a metric, an incentive and regular reporting. You will then be on your way to miraculous change.

James (Jimmy) DeGroot is a professional jewelry sales and operations trainer from the jeweler’s side of the counter. Having been in management and the jewelry business for over 20 years, Jimmy offers weekly training to jewelers nationwide via the Train Retail website. Jimmy is an AGS titleholder and specializes in training relevant and timely methods for jewelry teams. He can do a full training on making Bridal Presentations the best they can be, among many other regular training options. Contact Jimmy at jimmy@trainretail.com or call 920-492-1191.