connect Help Close Graw We Need to Talk: Navigating Conflict Return to Activity Score Sales Data Materials Report Catherine Thanks for meeting with me, Cristian Trujillo and Ellen. Lately I've had interesting conversations with a few CFG members of our sales team. There seems to be tension between Lisa Cho and John Gibson. Of course, this is a Covington Furniture Gallery problem because they are our top two sales associates, and we can't afford to lose either one. Coach Ellen Monthly Sales I've observed them arguing on the floor and several of the customers have expressed concerns about it making them uncomfortable. Sales Volume by Associate Cristian Trujillo # Sales Associate Sales Volume I agree. John seems concerned about the situation. He Lisa Cho $100,000 scheduled a meeting for us to talk about it this morning. 2 John Gibson $75,000 3 Tamara Sanderson $65,000 Catherine Mark Trevino $62,500 Good. I think that is an important step. Before you do that, I want to show you both a report that contains interesting sales data. Sales Associate Performance Detail Cristian Trujillo Sales Associate Sales Volume Customer Sales Average Sale According to sales volume, Lisa is our top sales Lisa Cho $100,000 165 $606 associate. John Gibson $75,000 100 $750 Submitconnect Help Close Graw We Need to Talk: Navigating Conflict Return to Activity Score Sales Data Materials Report According to sales volume, Lisa is our top sales associate. CFG Coach Ellen Covington Furniture Gallery That has been consistent over the last several months. But look at the details of John's and Lisa's sales performance. Catherine Monthly Sales While both John and Lisa have excellent numbers, based on this information Cristian Trujillo, who has the top performance? Sales Volume by Associate Sales Volume Cristian Trujillo # Sales Associate Lisa Cho $100,000 Lisa, she sells to more customers and earns more revenue 2 John Gibson $75,000 3 Tamara Sanderson $65,000 Coach Ellen Mark Trevino $62,500 Is it just about sales volume? Try again. Catherine While both John and Lisa have excellent numbers, Sales Associate Performance Detail based on this information Cristian Trujillo, who has the Sales Associate Sales Volume Customer Sales Average Sale top performance? Lisa Cho $100,000 165 $606 Cristian Trujillo John Gibson $75,000 100 $750 Submitconnect Help Close Mc Return to Activity Score Hill We Need to Talk: Navigating Conflict Sales Data Materials Report Coach Ellen Is it just about sales volume? Try again. CFG Catherine Covington Furniture Gallery While both John and Lisa have excellent numbers, based on this information Cristian Trujillo, who has the top performance? Monthly Sales Cristian Trujillo John, he has the highest revenue per customer. Sales Volume by Associate Coach Ellen # Sales Associate Sales Volume Right, John actually makes the company 24% more revenue for each customer who buys from him. Lisa Cho $100,000 2 John Gibson $75,000 Catherine 3 Tamara Sanderson $65,000 What does that tell you about their sales styles? 4 Mark Trevino $62,500 Lisa is focusing on long-term, repeat sales based on her high close ratio. John is focused more on short-term sales solutions. Sales Associate Performance Detail Sales Associate Sales Volume Customer Sales Average Sale John is spending more time with customers building relationships. Lisa is working to efficiently fulfill orders and make sales. Lisa Cho $100,000 165 $606 John Gibson $75,000 100 $750 Submit\f