cannot generate Conversion Rate KPIs – one of the fundamental KPI’s used in Sales Training.
There are software programs available to compliment your POS that will do the job including breaking down slow and fast periods of the day by weightings.
Here are some things to look for in a Retail Sales Training Software Program:
• Store Information Register to record specific information about the store.
• Staff Information Register and Coaching Log to record specific information and availability and coaching history of each sales person.
• Weekly Sales Goals Planner that automatically divides the store sales goal fairly between the salespeople on duty, including taking into account slow and fast periods of the day.
• Weekly Staff Roster to allocate staff to a time and attendance schedule within the framework of the store’s wage budgets, warning when over rostering and helping to improve wage to sales ratio efficiency.
• Actual Performance Score Card that tracks individual actual sales performance against individual sales goals to identify areas of weakness and strength so that managers can coach behaviors.
• Optimally, coaching tips should be integrated so managers can quickly get information about coaching on specific deficient selling skills.
The objectives of Retail Sales Training Software Programs are to:
• Increase profits, decrease costs, motivate staff
• Bring Retailers in line with industry Best Practice
• Filter company sales objectives down to Individual Salespeople on the shop floor
• Focus Store Managers on the two operational expenses within their control: Wages and Individual Sales Performance
• Make Salespeople accountable for their time
• Reduce payroll by Rostering within set wage parameters
• Identify each individual Salesperson's deficient selling skills each week
• Show sales trends for each individual salesperson and store
• Integrate self-based coaching to give front line store managers' tips on demand
• Motivate employees by instilling a performance based team culture
• Identify best performers allowing Store Managers to roster those staff more often - yielding a higher wage to sales ratio or ROI
• Reduce attrition rates, retain good staff
• Introduce a system of setting standards, tracking, measuring and reporting results, identifying under performance and coaching for success
• Integrate with POS to produce instant information at Salespeople’s fingertips.
Retail competition is fierce and times are tough. If you want to increase retail sales performance then coaching sales people is vital to success. Successful retailers put into place best practice retail training software programs to help them immediately identify skill areas requiring coaching attention.
Without the help of retail performance metrics you may be wasting valuable training time and missing the point for each individual salesperson.
Article Source: http://www.articleblender.com
Steven Lipschitz has a 12 year track record in Internet enabled applications and today specializes in Retail Sales Performance Management Solutions. His company developed the acclaimed Retail Performer Software.
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