The sole basis for a formula which will meet the needs of both the store and the sales team is one which puts the needs of the customer first. The amount of revenue they produce is dependent upon how much they know and how much time they spend sharing this knowledge with every customer. Knowledge can be improved by training. Time requires proper staffing. The owner, controls both.
Retailers spend a fortune every year improving the skills of their sales teams.
To effectively put these skills into action, sales people require more time with each customer. Following training, however, owners and managers rarely even attempt to staff their floors properly so that sales people can translate their new skills into additional sales. The sales staff, therefore, quickly resorts to past survival tactics to help them service every customer. The result is an apparent failure of the training program when, in fact, the training may have been excellent. It simply had no chance to succeed.