Set Goals and Expectations
Nothing will put a customer off more than walking into a shop and seeing sales associates stood around doing nothing; this shows there is a core problem of failure to set standards and reinforce goals.
Implementing goals and expectations will give employees a definition of success and most people want to achieve success.
University studies, like those from Yale, have shown that people who have goals are over 50% more productive than those without them!
Act as a Role Model
The old style of leading “Do as I say, not as I do…” does not work well in today’s speciality retail environment. You have to have the ability to be an effective role model that can effectively sell retail this has proven to be an important factor when motivating and training your team members. It’s occasionally known that a sales manager needs to get on the floor and put their department back in order.
Your retail management messages will be more credible when you have personally completed and accomplished the tasks you ask your sales associates to achieve each day.
So learn how to walk the walk, so that you can talk the talk.
Give Advice Quickly by Coaching From the Floor
One of the great retail management techniques is to intervene before bad habits have a chance to take hold. If you see a sales rep making a mistake like failing to close a sale, greet quickly or present effectively then personally follow up with that rep after observing.
Politely pull the rep aside, point out how they have let an opportunity slip by, remind the, how to correct situation even ask their opinion and explain how you’ll watch next time on a follow-up. Quick coaching sessions will go a long way towards the improvement of retail selling skills and daily sales total. Remember to raise and recognise the team member when they correct the behaviour and achieve!
Use Weekly Coaching Sessions
Whether you are a retail store manager, department manager, or a field manager, it is always effective to invest 30 minutes a week working with your sales associates on techniques to improve retail selling skills and on reinforcing their goals.
If you have commissioned sales associates, it’s an effective element to do a weekly paycheck review. Once they know how much they are on track or how much they made and how they made it, you can work together on a plan to increase their pay…and your sales revenue!
Monthly Forecasting and Retail Sales Training Rhythm
When a manager tells an associate how much they will sell and how they will accomplish this, it will give them a thrill. You can make them in charge of their fate setting their goals while working together on creating a retail sales plan to attain this.
A favourite technique to give the retail sales associates a “focus product” or program for the month. Giving them responsibility for training the rest of the store on that product! Not only does it help to focus them, but it helped the rest of the store as well!
Five great retail sales management techniques to take away – Happy Selling!