What exactly do your Store Managers know about … Managing?

The title of this blog likely gives away where I’m heading with this posting.  But, think about it for a moment.  What have you actually taught them about how to manage the store?

Yes, you’ve likely trained them on a multitude of paperwork related tasks, how to build a schedule (including the essential, ‘don’t you dare go over on hours’ module), merchandising and other basic store requirements.  All good and essential stuff to be certain.

But, ask any Manager what the toughest part of their job is and they’ll almost universally tell you it’s dealing with their staff.  We know that’s true because we surveyed almost 700 Managers a couple of years ago and that’s what they told us.

What's the easiest (and least expensive way) for a retailer to make more sales?  If you're scratching your head to think of an answer or running down to the marketing department to look for the answer, chances are your frontline training program needs an overhaul...or maybe you don't even offer the most important training to your retail teams yet.

Take a look at what's been happening around you these days.  It's amazing isn't it?  The world is moving and changing faster each day.  And the world of retail is desperately doing its best to keep up.  What this means for all of us, as consumers, is that we've never had it so good!

You would have to have been living under a rock not to notice a few major changes happening within the retail marketplace over the past few years, namely:

  1. The level of competition is getting higher and much, much better.
  2. The ‘online’ world is growing, but more impactful than the sales it steals away from brick and mortar stores is the way it educates your consumers.
  3. Your customers are more knowledgeable and demanding than ever before.
  4. Your store staff is much more important today than ever before.

The reality for most retailers is that Traffic is down slightly in most stores due to the increased level of competition and rise in online sales.  And, the customers that are coming into your store have much higher expectations of a shopping experience than ever before.   This puts the pressure squarely on the shoulders of your store staff.

The rise in the popularity of online training, or e-learning, isn't slowing down, especially in the retail sector.  More and more retailers are building their own Learning Management Systems, or using a third party solution, and are looking for more cost effective, sustainable training solutions. Classroom style training or one-on-one job shadowing type training is falling by the wayside.

At Graff Retail, we have been offering online training for retailers since 2009, so we know a thing or two about this approach to training. 

In today’s competitive market place, you need an edge. 

But where do you find it?  Do you just sit around waiting for a magic wand or the perfect merchandise to appear?  Not in this world! 

The answer is actually staring you right in the face ... you must learn from your competitors!

Your wedding day ... the birth of your child ... your daughter’s high school graduation ... your first grandchild. 

When you think of these images, what comes to mind? 

  • One of life’s greatest moments? 
  • An emotional celebration? 
  • A warm memory?

These events usually create a particular image in your mind.  Along with these images often come feelings, emotions, and warm thoughts.  You are then connected to a memory from some moment of the past.  How do you feel now? 

How do we ensure our employees apply what they’ve just learned? 

How do we make them implement the tools we’ve provided?

How do we make effective SELLING top of mind, every day?

Essentially, how you can make sales training stick in your store once and for all?! 

Here are a few ideas to help ensure your Sales Training Program is maximized in every way, everyone on your team keeps their selling skills sharp and training is sustained over the long term. 

I recently came across yet another article about the frustrations of dealing with poor service in the retail sector. 

In this particular case, the author described his rather negative experiences as he shopped for a new car.  Instead of trying to help him in this process, it seemed like the car dealerships he visited were a lot more focused on the ‘Sales Prevention Game’

You've been settled in your position for quite a while now and you're pretty comfortable with your performance and your prospects. 

You figure you've seen just about all there is to see and there isn't much more for you to learn, right? 

You feel you're at the top of your game and it can't get any higher. 

Sound like you?

Well, it's time to test your skills and knowledge. 

Take the following quiz and find out just how much you know.  Let's see if you really are a true selling machine!


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