8 Questions To Be Answered When Considering Retail Sales Training

By Bob Phibbs

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Whether the retail sales training is delivered in person by a sales trainer like myself, online through a program like my SalesRX.com, or an in-house program, you want to answer these concerns prior to launch.

1. Who is going to be our point person and take overall ownership of the learning process for the stores? They must be behind the need for training 100% and believe in how it can increase sales.

2. How will we kick-off the training? With a company-wide workshop? By email? One-on-one? If it’s not thought out, it will not be as impactful.

3. Who in each store will oversee the retail sales training efforts and make sure there is a complete buy-in from managers to associates? This is the person on the floor who will inspect what is expected from the learners to make sure they are using the learning, not just completing it.

4. What software or analytics program will we use to measure ROI and other key performance indicators? There are hundreds of reports you can select from but you want to figuratively take the organization’s temperature before you launch your new training with a few key metrics and compare at monthly intervals.

5. What is the desired outcome of our retail sales training efforts with respect to our customers, employees, and marketing programs? Set a goal how much more customers will buy per transaction, how much more employees’ average number of items per transaction will rise and how it all ties into your marketing.

See also, 5 Pitfalls of DIY Retail Sales Training in Your Store 

6. What will our training calendar and process look like? Note slow times of the year, busy holidays, vacation schedules, etc. While you can slow down at times, don’t pause learning - ever.

7. What methods will we use to inform staff/employees of our (their) successes, victories, etc. when it comes to using and implementing the training? The effects of the sales training must be reinforced in various ways if you expect the new behaviors to take hold. Employee meetings are the best but how about on a daily basis or in-the-moment reward like a gift card?

8. What are we going to do to make our existing training materials and methods coincide with our new training efforts? That might mean a complete rewrite, tweaking or adding to. Just be sure when new training is introduced to understand the challenges for senior employees who’ve learned another way.

So there you have it, 8 questions that need to be answered as you embrace the only way you can profitably lift sales ... retail sales training.

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