Many stores I visit, have daily sales goals for their employees. I have regularly doubted the effectiveness of this. Having been a store owner, I know the variables that effect sales (snow, rain, elections, heat, economy, competition, and more) that my employees had no control over. How could I expect they reach a certain goal?
My approach has always been to make sure I hire upbeat and hard-working individuals. If I treat them well, they will treat our customers well.
However, many of you are locked into sales goals, and I understand that. What I would suggest is changing over to monthly (or even annual) goals, rather than daily. I would also suggest a financial incentive or bonus of some sort if these goals are met.
For those of you not locked into sales goals for your staff, there is still a lot you can do. I have visited some stores that have “Add on sales” down to science.
A customer walks in knowing they want to spend $15 for a birthday present. They find what they want and are headed to the register. “Have you seen this? We just got it in, and it’s the coolest thing I’ve seen this month. I love it! Can I show you?”
As an owner of a store, find ways to motivate your staff. In most cases, sales goals are not the way. Enthusiasm for the great products that you sell is the way.
