Retail SS Seasonal Guide 2018 - Final

SALES FLOOR LEADER TIPS
The Sales Floor Lead (SFL) is responsible for motivating and leading the team’s
successful performance on the sales floor. Refresh on the SFL Reminders and also the
3 Tips below on how to use this Seasonal Guide during your segments:
1
Identify products and key selling behaviors to focus on for your segment that are
going to support your segment target, campaigns and/or promotions so that your team
is well versed in features and cross-selling options.
SFL REMINDERS
DURING EACH SEGMENT:
- Chat-in EACH Team Member
(review goals, focuses and targets)
- Coach in the moment on selling behaviors
- Adapt as business needs change
- Promote & demonstrate great
customer experiences
- Create and drive energy on the sales floor
- Continuously update the team on
segment/store performance
GREAT IDEA: Choose a key product or two and have the team use that as their conversation starter with customers!
2
As your ‘chatting in’ your team members, walk the floor and use these as training opportuntiies in order to teach
your team members about the products they are going to talk about and sell to your customers.
GREAT IDEA: Ask them to call out one or more of the ‘Five F’s’ for apparel pieces (they can talk about a Feature, Fit,
Function, Fabric, or a Fun way to use the product!)
3
Use your ACTIVE Selling Role-play cards during your chat-ins as well as down time throughout your segment to
keep your team engaged and to ensure training moments stick.
GREAT IDEA: Improvise and come up with new and creative twists to the ACTIVE Role-Plays (think of common
customer scenarios and use those as ways to keep these fresh and engaging)