Performance can be improved by introducing contests. The contestants can be stores or individuals. An example might be a store contest, where each store is a team, with daily ranking report feedback. In this case, we have observed associates encouraging improvement from their lower performing peers who are dragging overall store performance down. Properly managed contests can drive sales dramatically. First place can change daily in the final week of the contest.
The Power of Emulation
Retail training is adult education. Often the participants have not been in school for a number of years. In our experience, the best method to achieve adult education is through the use of emulation. With frequent, objective ranking reports, associates know who the best performing associates are. Through observation and emulation, associates learn far better than using books or sales training sessions. There are companies that teach skiing and other sports by simply providing videos of excellent athletes in action. The trainees learn more quickly by knowing who top performers are in specific areas. The key to achieving increases in productivity is to introduce change and new behaviors.
Training Sales Behaviors
