Chapter 8: Sales Management

What you will Learn

• How to keep everyone focussed on sales.
• How to "clear the path" so that your staff can sell.
• The importance of holding everyone accountable for results.
• How to track key performance indicators.
• How to establish sales goals.
• How to design the right "pay for performance" wage package.
• How to keep your staff informed and involved.

Sales Management refers to the variety of techniques used by retailers to increase store revenue through the front line sales team. It's a proven fact that sales do increase when you implement proper sales management techniques. If you're not already doing so, now is the time to start actively managing your sales performance.

Most retail managers are trapped in the store for 40 to 60 hours each week. As a result, they quickly develop a syndrome known as "wearing the blinders". Surrounded by the daily barrage of minor fires and reacting to any number of crises, they begin to lose the ability to look at their stores objectively. When this happens, your stores begin to spin into an endless cycle of inefficiency and complacency.

Instead of the stores making sales happen ... sales just seem to happen to the stores. Rather than being proactive, you become reactive. Sales management will help you make sense, not only of your direction, but also of your performance along the way and the things you can do to help ensure your success.

Chapter 8

Stay Focused on Sales
Stay Out of The Way
Develop Selling Skills
Set Your Opinions Aside
Hold Everyone Accountable
Tracking Key Indicators
Establish Sales Goals
Goal Worksheet
Weekly Schedule and Goal Planner
Tracking Individual Performance
Pay for Performance
Keep Your Staff Informed and Involved
Summary
Case Study: Sales Management
Chapter 8 - Tips