Here’s to Hope!

I talk to hundreds of retailers on a regular basis, and it still amazes me how many are hoping the economy turns around. Hope and about two dollars will get you a cup of coffee at Starbucks. If you have a competitor or two in your town, you have an opportunity to increase sales and profit. If a competitor or two has gone out of business recently, you have an opportunity to increase sales and profit. The retail jewelry pie won't get any bigger in the near future, but your slice can grow. But the days of the retail clerk are gone. The people working on your sales floor must be well-trained, professional retail salespersons. What are you doing this year that's considerably different from last year? What changes need to be made to ensure your business's growth? From a sales and sales management perspective, it's time to manage your business and your people based o

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