Third, keep in mind that your staffing and scheduling strategy must support your selling strategy. Many stores strongly promote house calls, yet, if the sales people ever did the number of house calls the owner wanted, there would simply be no one left to man the floor. Fourth, don't let sales promotions or seasonal traffic fluctuations jeopardize your selling strategy. The nature of our industry indicates that there are times when our sales people need to change the way they work with customers. We, as owners, need to keep our sales people aware of when to change and when to change back.
Many owners encourage a selling strategy that is relationship driven.
However, when they implement a high traffic promotion, the store is left understaffed. As a result the sales people must deviate from their training to handle the volume and often never go back to the original selling strategy. When the event is over, they need to go back to the relationship development processes. When the promotion or high traffic event is over, the sales manager is responsible for bringing the sales people back to the original selling strategy. It may require additional coaching or perhaps even some refresher training, but the effort will be entirely worthwhile.