My new Four Weeks to Substantially Higher Average Sales program is now in its third week. The group has discovered an impressive number of opportunities to immediately improve their sales.
I think what has surprised most participants is how easy it has been to identify their ADS opportunities once they matched up what their staff does with how their customers shop and make purchases.
The challenge lies in getting the staff to take the actions necessary to maximize those opportunities. They’ve been doing things a certain way for a long time, and simply telling them they need to do something different doesn’t work.
The key to change, and it’s not always so simple, is to create new positive habits. As a matter of fact, most retailers and services businesses will try but fail to make the necessary changes, and it’s only a matter of time before the staff goes back to doing what they’ve always done.
Here are four tips for driving those lasting changes that result in higher performance.
* Focus on what to do versus not what to do. Sounds like mere semantics, but the difference in how receptive employees are to changing is huge.
* Stop telling. Start teaching, leading, and coaching your team to new behaviors and actions. Frontline leadership is the bridge between old and new positive habits.
* Coach three times more. Training seems to be the default answer for everything. I don’t agree. Yes, we need to train on what to do (which I call teaching) but performance only improves with coaching and feedback. I recommend a minimum coaching ratio of 3-1. Meaning that for every hour of training the staff receives there is a minimum of three hours of coaching. Yes, that’s a lot of coaching. Yes, that’s how you create positive change.
* Stick with it. It takes between twenty-one and twenty-eight days to create new positive habits. Anything short of three-weeks, and odds are high that the staff will slide back into their old ways.
So let me ask, what is your greatest sales growth opportunity? Which of these tips will you incorporate into creating new positive habits?
Note: Because the first Four Weeks to Substantially Higher Average Sales program sold out, I have a new group starting on Wednesday, July 30. Program participants learn how to identify the best ADS growth opportunity in their store, and then launch the change initiative in their store. The tentative call dates are July 30, August 6, 13, and 20. Learn more and reserve your spot here.
I’ve also had a request to run another of my Four Weeks To Becoming A Next Level Coach And Developing A Winning Retail Team program. Now in its third year, this action program has helped many, many owners, managers, and assistant managers to become much more effecting at coaching and giving feedback. As this is an action program, the participants immediately apply what they’ve learned, and as a result see an immediate impact on their staff and sales results. Learn more and reserve your spot here.
Doug Fleener, a proven retail and customer experience expert and consultant, helps companies dramatically improve their customer experience and their sales results. Visit the Dynamic Experiences Group website, or call Doug at 866-535-6331 to discuss how he can help you create extraordinary results.