Help New Staff Hit the Bull's-Eye

CHANTILLY, VA - If your sales floor is staffed with beginners on slow days, make sure you have enough veterans around to supervise and teach them two critical functions:

1. Skillfully presenting the merchandise.
2. Closing the sales at just the right moment.

The idea is to educate them right away that it's not just a sale - it's a profit opportunity. So there must be enough staff available to close the deals. Your rookies will learn more, become better salespeople and stay with the company a lot longer if they see immediate results from their training.

But don't stop there. Schedule follow-up sessions where newcomers and veterans alike can review mistakes and improve sales techniques. Here are some questions to ask:

? Does the newcomer understand the company's "customer profile?"
? Did the employee ask the right questions?
? Did the team miss a chance to sell larger quantities or a more expensive item?
? Did transactions result in referrals or new leads?

Once you get some answers, let the staff brainstorm. Both the vets and the rookies can - in a free environment - come up with ideas that benefit the sales process and your company. Sales will pick up and profits will swell. 

Keep in mind: Every dollar you spend on training should generate a high-multiple return for your bottom line.

(Source: APRA)