Creating Teammates Not Just Sales Associates
Neither at my FL store nor at my NC store do my staff work together as a team and I feel it’s hurting my business. They all have different personalities–including myself but they need find ways in which to learn from each other. They are all adults and should know their weaknesses, but then why don’t they call upon each other for help. I just can’t understand it and wonder if it’s an ego thing. I’ve done the–you have to call for back-up when you need it, and they do sometimes but unfortunately they tend to tug on me or only one other person in the store. The person they tug on is the most knowledgeable and my highest seller–he/she is also the one with the best attitude. Nothing bothers him/her–but it tends to pull him/her away from other jobs when some of those simple questions can be answered with the help of one of their other colleagues.
I’ve decided to appoint the task of sales manager to this individual–and my main goals are to increase teamwork, sales, and overall productivity–but how do we do it? I’ve been racking my brain for days, talking with my friends, and even tried googling answers. How do you create teammates and not just sales associates? They all are very nice to each but won’t work together as a team, and when you’re fiddling through the cases or a catalog and can’t find what the customer wants (when we have it or can order it) not only do they look bad but so does the store–so how do I get them to call upon each other for help (so to increase sales) and stop tugging on my sales manager to be?
Regular Blog Reader commented:
I guess “Store Owner” above doesn’t see the value
of blogging in this technology driven world. Shanu has created an
excellent forum for discussion of issues at the independent store
level. This gives an unlimited audience of other “store
owners” an opportunity to network about things that concern
them and to HELP EACH OTHER (wow what a concept!). I think this is
an excellent blog even though I don’t own a jewelry store.
The mere fact that “store owner” has bothered to reply
means that this blog is worth it, even for him.
store owner commented:
If you spent more time managing your store than blogging everything
under the sun maybe you would have time to set the example for your
employees. The owner sets the tone in the store. I see that you
blog everything looking for answers or help. Maybe you should of
done this before you opened your store.
marc ofte commented:
Hi - set up selling "pairs" with the same goal that police use with
their partners (got your back). Rotate your pairs so that over the
course of time, everyone will have partnered with everyone else.
Occaisionaly, a client will find a sympatico with one or the other
of the two, and may perfer a "one on one" dialogue, but you'll find
that many customers will enjoy a tandum, and it will increase the
likelihood that "buying signals" won't go unnoticed. Have monthly
contests rewarding the most cooperative performances and watch the
bonding. (this is also a wondeful way to introduce "mentoring" with
weakers sales associates - as it won't seem like they're being
singled out" good luck marc ofte - ball watch usa
JACK800 commented:
This is not a situation that has an “answer”. What you
are describing is a management goal. To accomplish this goal
requires nothing more elaborate than basic business/personnel
practices. If you want teamwork, assign a team leader; someone who
has the skill set needed for your situation. Think of any team
paradigm: Dog sled, football, Marine battle squad. They all have a
designated leader that sets the direction and has both the
responsibility and authority to keep team members on track. There
are a number of common pitfalls that derail management’s best
efforts at creating a successful team. Number one on the list is
choosing a team leader for the wrong reason. Leadership skills are
different from sales skills. A great sales person may be a mediocre
leader which creates a double negative situation; lower sales from
the leader and the team. The skills that make for good team members
and leaders may not coincide with your current staff’s
skills. Try team building exercises with you as the leader. Within
the framework of your store, see if you can create specific
scenarios that can be acted out within a team
“framework” to build employee skills and confidence.
Hope this gives you a direction to explore.
JACK800 commented:
This is not a situation that has an “answer”. What you
are describing is a management goal. To accomplish this goal
requires nothing more elaborate than basic business/personnel
practices. If you want teamwork, assign a team leader; someone who
has the skill set needed for your situation. Think of any team
paradigm: Dog sled, football, Marine battle squad. They all have a
designated leader that sets the direction and has both the
responsibility and authority to keep team members on track. There
are a number of common pitfalls that derail management’s best
efforts at creating a successful team. Number one on the list is
choosing a team leader for the wrong reason. Leadership skills are
different from sales skills. A great sales person may be a mediocre
leader which creates a double negative situation; lower sales from
the leader and the team. The skills that make for good team members
and leaders may not coincide with your current staff’s
skills. Try team building exercises with you as the leader. Within
the framework of your store, see if you can create specific
scenarios that can be acted out within a team
“framework” to build employee skills and confidence.
Hope this gives you a direction to explore.
Jules Rabalais commented:
The problem as i see it from past experience is the two stores are
in different states, and as far as the are concerned, the other one
does not exist, because they have never met on a face to face
basis. The company i worked for in the 1960's had me spend a summer
as a relief manager in different stores throughout the region. I
made friends with many of the employees and i noticed that when i
called for certain items, i was greeted as a friend instead of a
competing sales person. Do the following, spend money having the
two store managers switch place for a week or so, so that they get
to know each others store, employees and merchandise. Next in the
stores start a contest to see who can make the most T.O.s and win a
money prize. Next be sure that everyone knoes that a sale resulting
from a T.O. is split between sales persons. If it requires a third
person, then the first T.O. was to the wrong person and they are
left out of the commission. Sales People will soon learn that T.O.
means money in the pocket and that knowledge also equals money.
