Chapter 8 - Tips

What you will Learn

"If you don't know what road you're looking for, how will you know when you come to it?"

Stay Focused on Sales

The first question you ask your staff when you see them must be related to sales performance.

Stay Out of The Way

Practice MBGOTW: Management By Getting Out Of The Way!

Develop Selling Skills

"If you live and die based on your ability to generate sales, shouldn't you train your staff how to sell?"

Hold Everyone Accountable

Hold yourself accountable to the same standards you use for your staff.

Tracking Key Indicators

Convert each individual's SPH to a percentage of the store's SPH. It will clarify how well they are performing.

"There's nothing average about a high Average Sale!"

Invest in a simple traffic counting system. It will pay for itself in merely a few months.

Winning Fact Stores that track traffic are more effective at scheduling their staff.

Establish Sales Goals

Get your staff involved in setting the sales goals. They'll be more committed to achieving them.

Weekly Schedule and Goal Planner

Be sure your goals are attainable. Your staff's morale improves when they achieve their goals. And when morale picks up, so do sales.

Start with the belief that all hours are selling hours. Only accept non-selling hours as a last resort.

Tracking Individual Performance

Post Performance Summaries in the back room. A little peer recognition and pressure goes a long way to improved performance.

Don't track performance unless you're prepared to coach it every week.

Pay for Performance

"If your pay cheque is the same at the end of the week, regardless of whether you sell $1,000 or $5,000, why would you want to even try to sell $5,000?"

Keep Your Staff Informed and Involved

The more your staff know and understand, the more likely they are to share your goals and values.