“How To Get Employee Sales Training To Stick” by Bob Phibbs (The Retail Doctor)

“How To Get Employee Sales Training To Stick” by Bob Phibbs (The Retail Doctor)

Customers go online to buy – frequently replacement purchases – but go to stores to discover. That moment of discovery needs to be crafted, trained, and rewarded because customers respond to a human trusted advisor more deeply than to any webpage. These days the decision between a shopper choosing to visit your store over an online competitor lies in your employees’ ability to know exactly what to say, when to say it, and how to make it count. I call it a branded shopping experience. With fewer employees on your sales floor and shoppers returning to physical stores, you can’t let your retail staff wing it over and over again and expect to survive. While the history of retail was built on product knowledge, today that former ace in the hole is available online. You know yourself, you start the search for something worth more than a few bucks on the web to learn as much as you can, uncover reviews, and compare offers. The ace in the hole for physical stores now must be how to engage strangers. And if those employees can’t talk to strangers, how will they ever use any of their product knowledge to sell your goods? They won’t. And the merchandise will sit until it is marked down. Discover how to create a winning retail sales strategy here So if your training is not focused on people knowledge first but is solely focused on product knowledge, you’re missing the boat. The skills of engaging a stranger is not intuitive nor is it easy. 80% of shoppers entering your store have already researched the features of your products online. And the other 20% will do it on...
“Is Retail a Career?” by Arick Wierson via The Robin Report

“Is Retail a Career?” by Arick Wierson via The Robin Report

As a four trillion dollar slice of the economy, retail is one of the largest employment sectors in the U.S. Prior to the pandemic, it provided direct and indirect employment to some 52 million workers, second only to the healthcare sector. Many of these jobs – as many as 30 percent of them – are comprised of the workers who staff brick-and-mortar store locations yet filling these frontline positions has become increasingly challenging in the post-pandemic era. Recruitment on the Rocks The Society for Human Resource Management, better known by its clunky consonant-laden acronym, SHRM (pronounced SHERM), was among the first to recognize that recruiting – particularly in high-touch sectors like retail – was going to be turned on its heads as America emerged from the throes of the pandemic. Much has been written about how the U.S. work landscape – Zoom calls and untethered workers – has been permanently upended by Covid-19, but for the frontline retail jobs that still require on-site human beings, not much has changed so far, and retailers are now finding it very difficult to make the hires needed to fuel their much-anticipated post-pandemic rebound. Why exactly this is the case is still an open debate and there is still much that remains unknown. Forget ‘help wanted;’ retail recruiting in a post-pandemic world should focus on career building. Economic Factors Many conservative policy makers in Washington and state capitols around the country have tended to blame government stimulus checks for nagging recruiting shortages even though such claims have been roundly debunked in study after study. BestBuy CEO Corrie Barry has offered that a lack of adequate childcare options and other issues stemming...
“9 Tips For Hiring And Training Seasonal Retail Sales Employees” by Bob Phibbs (The Retail Doctor)

“9 Tips For Hiring And Training Seasonal Retail Sales Employees” by Bob Phibbs (The Retail Doctor)

Let’s be frank when it comes to the seasonality of hiring and training part-time retail employees… All you really care about is that they show up when scheduled and don’t detract from your brand. Your seasonal retail sales employees are there to take a lot of the grunt work off your best trained regular staff. And that’s important to recognize in your seasonal planning. Don’t assume they can perform at the level of your permanent employees – they’ll only be there short term – or you’ll be disappointed again and again. Seasonal part-time employees should free up your regular employees’ time and be well trained in what to do when your store is slammed and when it is calm.   Just because Billy quit and you need someone now, don’t throw a new hire into the pool to sink or swim with minimum training or expect them to shadow a sales associate to figure it out. You, your customers, and your business deserve better. Here are my nine tips for seasonal retail hiring and training: When hiring … 1. Hire more.  Vacation and holiday times are demanding. Good people who sincerely think they could work it, find out they can’t, so do more seasonal hiring than you think you initially need. Then be quick to let go of those who can’t learn. And do all of your seasonal retail hirings before Memorial Day pre-summer season and before Thanksgiving prior to the winter holidays; after then it is simply too late. SalesRX has an entire courseon hiring smarter When interviewing… 2. Long-term goals – You are not looking for a long-term relationship, so this is not important. Consider these...