Knowing How You’re Doing Through Highs and Lows

As I work with independent retailers in my coaching and mentor program I’ve noticed that when sales are good, owners and managers know exactly how they are doing against sales goals. You’ll hear “We’re up 17% this month” or “We’re 10% over plan.”

But when the store is struggling they quit paying attention. When I ask how they’re doing I get answers like, “I’m not sure” or “We’re down but I don’t remember how much.”

One thing I’ve learned as a retailer and as a parent is that ignoring things I don’t like doesn’t make them go away.  When sales are falling short of goal is when it’s even more important for owners and managers to know how they’re doing.  How else are you going to make up the difference?

Successful retailers always know how they’re doing against goal, whether they’re happy with the results or not. The more you know how you’re doing, the more likely you are to be happy with the results.