Recruiting should not be an event driven by circumstances outside of an owners control, like a sudden departure or the need for additional staff, but rather an on-going part of daily sales management and customer concern. Unfortunately, few store owners understand the significance of this sales management activity. Ted Shepherd looks at these problems and presents formulas which can help you adequately service your customers' needs, address your sales staffs' earnings requirements and meet your sales goals. The vast majority of retailers use sales tracking methods which instead of motivating, act as a subtle form of punishment. This first article in a series by Ted Shepherd looks at ways store management can collect data, calculate performance indicators, interpret data, give feedback and get results.
Most salespeople forget about customers right after they leave the store.
The solution to this loss of sales are easy to use, interactive systems that remind, coach and train. But before you can do this you have to know what your customers want. Even if you don't have a high tech computer software system to track customers who buy and also those who leave your store without buying today, you can still have your salespeople effectively capture names and follow-up to get them back in to close the sale. This month Mr. Marino looks at incentive plans and why Spiffs and incentives often undermine the process they are designed to enhance.