Here we are, just 11 'sleeps' away from Christmas day. How have sales been in your stores so far this holiday selling season? Hitting your targets? Celebrating success? We certainly hope so, because there can hardly be one good reason why you shouldn't be doing better this year than last.
But, ask yourself a bigger question: Do you have the Christmas spirit yet? Does your staff? How about your customers?
During countless trips through numerous stores over the past few weeks we couldn’t help but notice a predominant and very disturbing trend … it’s next to impossible to find a manager on the sales floor! Can you believe it? The most important retail ‘show’ of the year and the cast and crew are running around without any direction or guidance from the most critical player of the performance … the director!
Ah, there’s nothing like retailing at this time of year … bustling crowds … Christmas carols … smiling faces … and busy cash registers! Your store is always crowded, your sales volumes are skyrocketing and hey, you might even be beating your revenue targets! Is this enough? If you think so, here’s a new concept for you -- stop managing your store only to its sales objective and start leading it to its true potential! What are we talking about?
For just about every retailer, Black Friday is the holiday selling kick-off that we've waited for all year! Knowing that so many purchase decisions are made at store level, it's time to make sure everyone on the sales floor is at the top of their game. Here are 3 more things you can do right now to help you squeeze a few more dollars into the cash drawer each day:
Anxiously keeping your fingers crossed and hoping that this Christmas season will be “The One”? The one that makes up for the disappointing seasons of the past … the one that really pushes you over the top and makes your whole year a success … the one that makes you happy you got into this business in the first place?
Well, market indications are fairly positive right now. It looks like people are ready to spend. That should be good news, right? Yet only some retailers are able to really capitalize on strong markets like this. Why is that?
It's hard to believe Christmas is almost here. Are you ready to make this a great selling season? There's no reason why you can't sell more!
Here are 5 things we think you need to get on top of right now if you haven't already:
A common situation for almost every retailer during this time of year. How do we successfully ‘man the oars’ during this tidal wave of customers? Whatever you do, understand how important this process is to your success. Doing it right (or not!) will dictate whether you ‘sink or swim’!
If you want to kick-start your holiday sales, develop and launch a sales contest that will get your staff’s attention and produce solid results. Sound easy? It’s not! To drive success on the sales floor, your contest must follow these important guidelines:
Huh? That’s probably exactly what you’re saying when you read the title of this blog. After all, what the heck is a calculus question doing here?
Hang in there, because I’m actually going to make an important point that relates to how you need to train your sales and management teams.
In my role at Graff Retail, I speak to Store Managers on a daily basis. At some point in the conversation we end up “talking shop” and managers share their biggest challenges with me (kind of like a retail therapy session!). I’ve learned over time that the challenges aren’t unique from manager to manager and, since I am in charge of our award-winning online retail training system at Graff, I happen to have access to a ton of tried and true techniques to take a manager from struggling to ALL-STAR! In short order, here are 8 things you need to do to ensure you’re an All-Star this Christmas selling season.