What skills do retail managers need? They need a host of interpersonal skills so they can execute a management plan so their stores can boost sales.
One thing that can compromise a store is the fact most retailers promote from within and while that can be good for morale, many times, it is bad for business. Hands-on experience is valuable but it can also be limiting.
In business, success is determined by your bottom line - your profits - not by your loyalty to family or to your employees.
What is needed to increase your bottom line may not be clear-cut, but there are certain soft skills that go a long way to ensure any retail manager has what it takes to succeed.
You shouldn’t have to find ways to get your sales managers to do the basics.
The rewards come when your crew exceeds your expectations; adding on to every sale, driving average check, and increasing average number of items in a sale are the things that should get the sales manager a bonus.
Any potential raises should be achieved by raising sales. Period. If you or your manager don't have all these managerial skills, hire to fill any weaknesses.
All managers hold the key to leading employees in the direction the business needs to go, but this is especially true in a retail business. That's because management wears many hats.
These seven managerial skills are essential in a retail manager:
Multi-tasking. Good managers must be able to oversee all the employees, keeping their abilities and weaknesses in mind while prioritizing multiple projects. I call this being up the blimp, looking at the action on the field rather than being in the game. That's the most effective way to develop and use their problem-solving skills. The best managers multi-task and balance these priorities without losing productivity.
Decision-making. An effective manager has the ability to evaluate and decide which are crucial to the success of your store. Retail often means actions must be acted upon quickly, but making the right decision rapidly without mistakes means evaluating information to weed through what is important and what isn't. You don't want a manager who looks at a situation over and over without making a decision - right or wrong. Keep one and you'll lose sleep, profits, and lots of sales opportunities.
Leadership. The best managers know how to get the most out of their team by using their people management skills, listening skills, and problem solving skills to encourage their associates and sustain employee engagement. That means using judicious, constructive criticism instead of belittling. It means treating others with respect instead of my-way-or-the-highway. It means leading by example instead of do as I say. These leadership skills inspire employees to give their best.
Motivation. This goes hand-in-hand with leadership. To be effective as a team leader, being able to motivate employees is a must. Even though I'm a motivational speaker, motivation to do well is internal. Successful retail managers are able to nurture that along with clear performance expectations. Setting goals will keep managers focused on the long-term success of your company.
Organizational skills. A manager must be able to look for areas in which the rules or procedures of the company can be improved. Millennial employees are very good at seeing these things when they first start, so be open to their problem solving skills. Streamlining procedures, hiring the best associates, training them correctly, and cutting costs are several ways a good leader demonstrates these skills.
Effective communication. Only a small percentage of communication is the spoken word. Body language, facial expressions, and tone of voice all combine with words to convey a message. The best managers have developed the ability to not only communicate the points they are trying to make but also to truly listen to those around them. True communication skill means smartphone off and eyes looking at the person as they strive to hear, rather than speak.
And they can make the first sale of the day. When your employees see them actively selling that first customer, it makes it much harder for those associates to stand behind your counter and groan, No one's buying. Maybe that means waiting on several customers out on the sales floor until they make that happen, but the example to your team is better than any caffeinated drink, breaking news, or social media notification.
And this is on top of the most basic abilities to be on-time every day, stay late when needed without grousing, and pitching in when it is busy without having to be asked.
And these skills give them the ability to create and sustain customer experience excellence in their store.
When the seven skills listed above are used, retail store managers will be able to receive information from multiple sources - including from employees - and then use that information to benefit your bottom line.
And while I'm all about giving people a chance, it's up to them to provide results in the role you hired them for and for the money you pay them, not act like charity cases who require you to look the other way.
If you're struggling with your leadership's managerial skills, you need to either begin retail sales training for managers or get someone else in there who has demonstrated these soft skills.
"Bless his heart, he's trying" is fine to say about a child but not for you to say as a manager's boss.
If you're looking how to train your managers how to get more from your associates, checkout my online virtual training SalesRX.com below.
The 5 Shifts Brick-and-Mortar Retailers Are Making to Generate Up to 20% Higher Profits Every Month
Are you a hungry brick-and-mortar store owner who’s ready for a fresh, people-obsessed strategy? This training is for you if you want to grow your business using a powerful customer experience formula proven to make your cash register chirp.