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!  Where are they?

Everyone Stay Focused!

At this time of year when things are so busy, there are all kinds of distractions that can cause both you and your staff to lose focus.  What are we talking about here?  Too many shipments, long line ups, sore feet, busy schedules, short tempers.  These things have a tendency to take your attention away from sales, and then what happens?  Poor sales!

Now’s the time (more than ever!) to keep everyone’s eyes clearly focused on their targets.  But how do you do this? 

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:

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:

It’s that wonderful time of year again when we start to gear up for Christmas.  A critical part of this process is hiring seasonal staff.  The very thought of this is often enough to cause even the most experienced managers to break out in a cold sweat!  But don’t worry … it’s all about planning and execution.

Whether you need to recruit only three new temps or as many as seventy, it’s time for you to get moving right now.  Not sure where to begin?  Follow these key steps to ensure your success this season:

I’ve ranted and raved for years about the lack of compliance on standards at store level.  Retail’s inability to have the stores meet basic store standards costs the business sales, margin, customer loyalty and more.  Doesn’t it seem to be simple enough to get the staff to greet customers, maintain merchandising standards, dress properly, show up on time and sell properly?  Well, apparently not!

Last week I had a chance to spend five days out on the sales floor of one of our favourite retailers.  I wasn’t selling or servicing customers, if that’s what you’re thinking.  The Graff Team was invited to produce a custom training video, so naturally, we used the actual store as the backdrop for the video.  But, I’m not here to talk about the amazing video we were producing.  I’m more excited to dish on my observations from the sales floor. 

I've been at Graff Retail for 11 years now and as many of you know, my role has been primarily focused on consulting & speaking. I love what I do and I'm very passionate about helping people succeed in the retail industry. But, let’s be honest, we can all get a little comfortable in our roles and sometimes not be as effective as we are capable of.

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