Among the elements of a successful business is a manager’s ability to lead. Yet, in today’s high-stress climate, finding time to inspire and lead staff to success is not a priority for many owners and managers. However, leadership must be on a successful store’s agenda. According to Harry J. Friedman, of The Friedman Group consulting firm, leadership and sales inspiration are critical to the growth and long-term success of any retail organization.
Friedman insists that a successful manager must have vision beyond store statistics, like average sales, items per sale or sales per hour. The focus should be on providing customers with the absolute finest, most exquisite and elegant sales presentations possible. “If you train your staff to execute this service-centric strategy on a consistent basis with every customer, the last thing you’ll have to worry about is your numbers,” he explains.
Take Friedman’s advice and inspire your sales staff to perform, so you can stop worrying about the numbers:
- Who’s Leading the Charge: Can you answer these questions, Why should my staff follow me? Where am I taking them? If not, you aren’t truly leading. A great manager understands that inspiring his/her staff to achieve greatness is equal to, or more important than, making a bank deposit.
- Know What it Takes: Your staff must care about the quality of their sales presentations. Create an environment where there is constructive discourse between sales associates and managers.
- Provide Insight and Training: Manager Leaders inspire their staff to ask themselves, “How could I have done a better job?” Be proactive and prepare guidance on how to improve on sales techniques and how to better romance individual pieces, as well as entire collections.
Take The Tip:
Do you need constructive ideas to improve your and your managers’ leadership skills? Don’t miss the two-day education event, High Performance Jewelry Retailing in a Low Performance World , taking place September 21-22, in Las Vegas. The two-day seminar is hosted by The Friedman Group, retail's leading consulting and training organization, and Jewelers of America members can save $100 off the regular attendance fee.
The seminars feature presentations by Harry J. Friedman, founder and CEO of The Friedman Group, David Geller of JewelerProfit, and Ken Bankson and David Downard of inventory control specialists RMSA. Each expert will provide key strategies and techniques that will strengthen the core your business and generate more jewelry sales. For more information call 800-351-8040 or click here.
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