Ever ran a business, yet had a hard time getting your staff to upsell more of your current clients?
Linda was right there with you.
For over 10 years, she owned and operated a small boutique that carried an assortment of beauty items ranging anywhere from clothing, all the way up to makeup and skin care.
Oftentimes, she’d notice her staff receiving compliments on how helpful and informative they are with recent trends and truly finds joy in knowing they’re living by her business values and what she prides her business being.
However, she could really need some extra sales to trickle in. So she begins to think of ways in which she can motivate them to increase their sale.
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After she reaches out to me and we get a temperature check of where her business is at, we start to look for ways in which she can begin working on this goal of hers. Knowing she’s wanting to aim for a pretty big number, I begin to think of ways in which we can implement a strategy in place to get this in motion.
We first start out with the names of all ten floor associates that she’s employing at the time. I ask her to write down the key strengths of each staff member, as well as what skill each can use to their advantage to help kick start them in the right direction.
One after another, we begin to think of ways in which this goal of increasing business sales can be delivered to them. With efficiency top of mind, we come up with a plan to help incentivize each employee, depending on their tenure and position. With each plan comes with it a timeline on when each staff member has to achieve the sales goal and what they’ll receive in return for achieving that goal.
Now, this didn’t just go into effect immediately. We first implemented a monthly training program for all staff members to complete, 30 days before they begin selling. This would mean they all would complete training calls with me, three times a week. Whether it be on one of their off days or right before they begin work that day, we implemented a schedule between myself and all 10 of Linda’s employees. This training went hand in hand with supplemental readings to make the best impact in that short period of time. After their first 30 days were up, we ran the program for another 60 to get the full 90-day sales effect that Linda's team needed.
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One call, after another I begin to get a clear understanding of what was needed from my end as well as Linda’s to help get her staff in the best sales shape they can possibly get in within the allotted 90-day plan we had in place.
If you’re wondering what that training schedule looked like, well it went something like this.
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The 90-day plan:
First 30 days:
(day 1-30)
Virtual sales training: I’d meet with each staff member 3 days a week = 12 days/month
Weekly: they all had to complete a small weekly sales goal, that’d I’d hold them accountable to. Anything that wasn’t achieved the previous week, they’d have to complete by the end of the following week.
Supplemental readings: all staff members(including Linda) were required to read the first book in my Conscious Business series to gain a firm understanding of what it takes to become really good at persuasion and the art of selling.
The Book series can be found here
**After all staff members successfully completed the first 30 days, it was then showtime.
Mid-way point:
(day 31-60)
Virtual sales training: continue per the above schedule
Weekly: continue following weekly cadence, only this time around increase the expectations that need to be met by the end of each week. Possibly increase the expectations by 1.5.
Supplemental readings: have the staff then read the second and most recent book in my Conscious Business series listed above.
**This is when I noticed things really begin to work in action inside the business.
Final 30 days
(day 61-90)
Virtual sales training: continue per the above schedule, can increase if needed for better results
Weekly: continue following weekly cadence, only this time around increase the expectations that need to be met by the end of each week. Possibly increase the expectations by 2.
Supplemental readings: have the staff then subscribe to my blog and read at least 4 of them within this month to obtain even more daily insight. That way, they can get a better idea of how their efforts are going towards something bigger and more meaningful than they’d once thought.
**By this third month, eight out of the ten staff members were meeting their goals and were more fulfilled and driven to succeed in their roles. The other two staff members came and offered to help with other parts of the business, that weren’t so sales-focused. Linda agreed that it’d be best to keep them employed since they were great an addition to the community they built together and brought a lot of value to the business.
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You’re probably wondering what kind of results we were able to generate at the end of this 90-day program. Let's start out by saying, what an INCREDIBLE experience.
Here’s why.
Each and every staff member stretched themselves outside of their comfort zone.
They all put their absolute best into their coaching calls with me, into implementing their strategies on their daily work days, and took the task at hand with full force.
They’d read the supplemental material and would come to each coaching session with excitement and a list of questions on how they can apply the same techniques.
They pushed each other and held each other accountable to their goals as well.
This further strengthened their community inside and outside of the business, which helped transpire even better customer experiences.
The list goes on and on.
Not to mention, Linda got her goals met too. Her business was able to generate the numbers she’d been hoping for and as a result, was able to implement it and surprise herself with how much more her business was able to scale.
*I intentionally added in the final benefit that was gained her at the end since all of the ones leading up to it held the most value and were even more valuable to Linda and the rest of her team since they all obtained endless advantages for all.
In the end, what started as a scary yet large goal turned into a massive accomplishment and a win-win scenario.
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Until next time my friends, keep your head up and know that whatever “obstacle” comes your way throughout your business journey, it's really just a blessing in disguise.
XO
-Bauer
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