Who Needs Them?

In professional football the best of the best play. In spite of this talent there are more coaches on the sidelines than there are players on the field. One might assume that highly “trained” and “gifted” athletes playing at this level already know what to do. Well, they have been taught what to do, but sometimes in the heat of the moment, past lessons learned are forgotten and they might make on the field judgments and decisions that could cost them the game.

The head coach never misses a down

As the ball moves down the field, so does the head coach. Imagine this; the head coach calls the team together before the game and says, “Okay guys, this is a big game. There is a lot of money at stake and we need to win. You have been practicing the plays all week and you know what to do, so get out there and win. I’ll see you after the game; I need to go to the bank” 

Travel - Meetings - Errands 

This sounds ridiculous, but it happens in retail sales. The manager (head coach) is oftentimes nowhere near the field (sales floor) during the game (selling time). Sales managers and owners have “other things” to do. They go on buying trips, sit in meetings and go to the bank. Too many times these “other things” are done when it’s “Game Time”. Some of these absences cannot be avoided.

Priorities Rule 

Retail salespeople do not have the advantage of a team of coaches watching their every move, listening to everything they say. Retail salespeople, are many times (too many times) left alone to do what feels right (or good) at the moment. When feelings govern behavior, something as natural as eating could take the place of customer awareness.

Accountability Works 

The answer to this apparent dilemma is results accountability. Owners and managers have the right (and responsibility) to expect, even demand results. When salespeople are held accountable to sales goals they make more money and the store is more profitable. Something as simple as expecting success can eliminate failure. The Success Dynamics Morning Report is the coach that never misses a down for hundreds of retail businesses in all industries all over the country. It’s all about making success easy.

This entry was posted on Sunday, December 16th, 2007 at 12:46 pm and is filed under Retail Selling. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.