High Impact Actions

For sales leaders, everywhere

Many retailers use statistics to measure performance and results, and there are some constants that all retailers measure: Traffic, close ratio, average sale.  All are measurable, all matter, and all have specific actions to increase them.

There are retailers who add another statistic – sales per guest/dollars per opportunity/performance index. Whatever you call it, they all measure the same thing: Total revenue divided by total traffic. It is a combination of close ratio and average sale. It indicates how much every opportunity is worth to each salesperson based on what they do with it, and how well the store is doing. Since it’s a number that measures more than one thing, I have often worked with retailers to lean one way and develop a strategy toward either improving close ratio OR average sale.

Recently, I was working on a seminar for Furniture Row and thinking about this statistic close ration einstein again, and asked myself “Are there actions that improve both close ratio and average sale that would definitely increase performance index?” And yes, there are three: Sketch the room, make appointments to close, use financing for purchases.

As sales leaders, you want to direct your teams to the actions that will get the highest impact AND, since you can’t watch and focus on everything, you and your team members need to reliably and consistently execute the actions that get the biggest return. These do that. Take a look at your team and YOUR actions to direct these three actions and dial up the visibility and accountability.

And if you need help with this, call me. 877-663-9663.

Now, go help your team to sell something.

oxo,

Jody

Jody Smiling Photo copy

What do we really think about “Just Browsers”?

For showroom sales professionals, everywhere

 In a recent coaching call I was startled by the simple articulation of how one of the salespeople/designers viewed people who say that they are “Just browsing” and those people she’s been unable to connect with: “I think they are killing time and wasting mine.” Wow. I asked her to explain more about this…and it was more about her perspective, which unknown to her, was furthering her inability to connect with browseincoming customers.

Consider this: what do you think it takes for someone to get dressed, get in their car, and come to your showroom….instead of staying on the sofa, warm and maybe a pet or two on their lap, on their computer shopping for furniture? Do you really think that anyone would physically shop for furniture unless they absolutely had to?

How we SEE the customer isn’t about them…it’s about US. Our perspective of the customer says more about us than it does about them since WE made it up! If you want better connections with people, change YOUR mind about them and be engaging, inquisitive, helpful, friendly. When customers cross the threshold, their job ends and your job begins.

And if you are STILL struggling with your perspective or actions, call me. We can work this out.

 

Now, go sell something,

oxo,

Jody

Jody Smiling Photo copy 

 

 

“Helpful” is Not an Outcome

For sales professionals, everywhere
 
I had a great call today with the sales leadership of Interiors Home in PA. We have been working together for a couple of years and discussing how to break some habits and create new, more effective ones. One of the actions we were discussing I have mentioned Handshakebefore: Sales managers interrupting sales/customer interactions on the sales floor to help the salesperson to overcome concerns and to help them to close the sale (or get the appointment).
Today we distinguished HOW to engage. Instead of the sales manager introducing themselves to be ‘helpful’ to the customer and to the salesperson, it’s better to “Actively and Intentionally Engage” with the outcome being the sale or the appointment. And to take the opportunity to demonstrate the selling skill needed (new questions, more powerful presentation, overcome sticky objections, or ask for the commitment!) that the salesperson may have missed or performed poorly. It’s a BIG difference from just being helpful.
As I said to them, for the sales manager, Intentionally Engaging to Produce an Outcome is an equivalent of what sketching the rooms is for the salesperson: High-level tools that satisfy multiple objectives.
Sit with this for awhile…then give me a call and let’s discuss. 877-663-9663.
Now, go sell something.
oxo,
Jody
Jody Smiling Photo copy