What Each Column Actually Measures
Six execution checkpoints, each tied to a specific point where sales are typically lost. Check the box the moment it happens — not at the end of the day from memory.
H.O.M.E. Welcome < 5 Sec?
Warm human acknowledgement using the H.O.M.E. Welcome standard — not a generic “Can I help you?” The client should feel welcomed before being discovered. Human Welcome, Observe Something Real, Make Them Comfortable, then Explore When Invited.
[Ambady & Rosenthal, 1992] — Jewelswell H.O.M.E. Standard
Sweet Spot Covered?
Stationed 15ft inside the entrance, on the right — the zone where you can welcome every arrival before they self-select into “just browsing” mode.
Operational standard, Resource 10
“Wow” Shown?
Did you show an aspirational piece (1ct+) regardless of what they asked for first? Pre-judging by appearance costs full-price sales before the presentation even starts.
[Thaler & Sunstein, 2008]
Add-On Attempted?
Did you show a second item — a band, earrings, a matching piece? Add-on attempts compound average ticket size across every transaction, not just the big ones.
Operational standard
Team-Sold (T.O.)?
Did you bring in a second associate when the presentation stalled? Team selling lifts close rates by up to 50% — refusing the handover is one of the most expensive habits in the store.
[INSTORE / National Jeweler, 2024]
Walked to Door?
Memory is strongest for the last event in a sequence. Escorting to the door with two business cards — whether they bought or not — determines whether they return.
[Murdock, 1962]
Example — What a Well-Executed Row Looks Like (Not for Live Use)
| # | Time & Client | H.O.M.E.<5s | Sweet Spot | Wow Shown | Add-On | T.O. | Door | Closed? |
|---|---|---|---|---|---|---|---|---|
| 1 | 10:14 — R. Fields | ✓ “How’s your day been?” | ✓ | ✓ | ✓ | ✓ (M. Chen) | ✓ 2 cards | Y — $4,850 |
Notice the H.O.M.E. column now captures the actual opener used, not just a checkmark — that specificity is what makes the End-of-Day Audit useful instead of guesswork.
| The Encounter | The Execution Elements | The Outcome | ||||||
|---|---|---|---|---|---|---|---|---|
| # | Time & Client Name | H.O.M.E. Welcome< 5 sec, hospitality opener | Sweet Spot15ft in, right | “Wow”Aspirational piece | Add-OnBand, earrings, etc. | Team-SoldManager brought in | Door2 business cards | Closed?Y / N / Amount |
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End of Day Totals
Total Opps
Total Closed
Daily Closing Ratio
(Closed ÷ Opps) × 100
End-of-Day Self-Audit
1. What was my highest-leverage missed opportunity today, and why didn’t it close?
2. Did I hold a presentation too long instead of turning it over (T.O.)?
3. Which H.O.M.E. Welcome opener felt most natural today, and which felt scripted?
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