For Sales Managers Everywhere
I think we can all agree that if we looked at the metrics/results of what happens when a retail salesperson/designer sketches the space with a customer, the average sale goes up and the close ratio increases. We get that.
What we don’t get is why we aren’t sketching with 75% of the customers we work with.
For that I am going to look to the Sales Managers and what THEIR commitment is to sketching. And before anyone says that they are 100% committed, here are some actions to check in with and answer yes or no:
- Do you start the day with a huddle, remind them to sketch, and be sure that EVERYONE has their sketch pad with them?
- Do you carry graph paper and pencils with you as you walk around the floor and give them to ANYONE who is with a customer and NOT sketching? Not occasionally–daily.
- Do you keep graph paper and pencils stacked around the store—LOTS of them—and make sure they are stocked to be used?
- Do you have your salespeople bring their sketches to your one-on-one meetings to see how much info they are gathering? Do you coach from their sketches (or lack of them)?
- Do you ‘connect the dots’ in your conversations about sketching – referencing a sale that would not have happened without a sketch or a room that would not have been sold without a sketch because the customer ‘only wanted a chair’?
- Do you have some standard responses to common objections from the sales people about sketching? (It takes too long, they only wanted a chair, etc.)
- Do you create sketching contests?
Take these questions as a checklist for YOUR action plan to make sketching a priority in your locations. If they are sketching as a an individual, it’s about them. If they are all sketching as a team, it’s about YOU.
Now, go help them sketch and sell something.