After a 45-6 loss, former University of Massachusetts football coach Charley Molnar was quoted as saying, “I don’t prepare a talk or speech for after a defeat – all I prepare in my mind as I go through the week is what I’m going to say after a win.”
Love it. Of course, after a 45-6 loss coach Molnar might have wanted to invest a little more time in getting his team ready to play, especially since they had lost their previous game 37-0. But I digress. I do like that the coach was only planning for success.
It’s easy to plan for success when you’re winning or, in our case, when business is good. It takes a stronger leader to plan for success when things aren’t going so well.
Owners and managers can inadvertently fall in the trap of the planning to NOT be successful. Traffic is off. We don’t have the right products. Customers aren’t buying like they used to – or at least that’s what we start telling ourselves. The weather is too hot. The weather is too cold. Before you know it, you’re mentally deciding why you won’t succeed that day even before the doors are open.
Remember, pessimists are right just as often as are optimists. With that being said, here are some tips to plan for a successful day no matter how good business is (or isn’t).
1. Set sales goals and review them with your team. While most readers post the day’s sales goal for the store, I believe that planning for success means setting other goals and focusing on them throughout the day.
a. Store sales goal. Example: $3,500
b. ADS goal. (Average Daily Sale) Example: $100
c. Number of transactions. Example: 35 (Note that this is sales goal divided by ADS.)
d. Individual sales goal (if you set them). Example: $875
2. Identify what actions YOU are taking to create a successful day. This is what truly separates those who plan for success and those who don’t. There should be one action you take every day to help your team be successful.
Ask yourself:
* What should I provide my team during the Take Five meeting to help them achieve their goals and develop in their roles?
* Is there a particular product or sales/experience element the staff should focus on?
* Can I provide a quick training, and/or practice roleplaying?
* Should I do a contest or game?
* When should I listen in and coach the staff?
Planning for success requires action!
3. Identify what else will the staff do to create a successful day. Of course they’ll be engaging the customer, delivering a great experience, recommending products, and helping their customers to make a purchase. And when they’re not doing that they might be stocking, straightening, and cleaning
Yes, that’s a lot, but planning for success means doing even more to ensure success. Will they each show two extra products? Call a couple customers? Take three extra items to the dress room? Maybe send five instead of three thank you cards? Create a same-day event. Those little extras are often the difference between success or not.
4. When the day isn’t shaping up as planned, take action. It’s inaction when things aren’t going well that leads to a bad day. We have to believe that we can turn any day around with our own actions. If we don’t, it’s impossible to plan for a successful day.
Review your business every few hours. Don’t wait until the end of the day to figure out if you’re successful or not. Keep on top of your business and adjust your actions as you go. What are you and your team going to do if the average daily sale is falling short? What actions will you take if the transaction goal is off? How will you get an employee back on track?
So let me ask, do you plan for a successful day or not?
– Doug
