Managing: Holiday Sales
Super Suggestions for a Stress-Free Selling
You can combine fun and finance even at the busiest time
Even in the midst of the holiday sales season, it's not too
late to evaluate how well prepared your staff is and make last-minute
adjustments. Here are 10 tips for full-timers and seasonal employees
to keep the holiday madness under control.
- Create a product knowledge information sheet, laminate it
and distribute it to every employee. You've probably received
new items fairly rapidly in this quarter, and it's critical that
all your employees know about what will be in the showcases.
- Be sure items are restocked quickly. Let everyone know they
should not leave empty areas in the showcases. Pull from backstock
as often as needed.
- Post a cut-off date for custom orders. Be sure it's posted
where everyone can see it frequently. This will avert someone
taking an order that can't be delivered before Christmas.
- Know where your tools are. Don't take for granted that holiday-time
workers know where to find day-to-day tools such as loupes, Windex,
tweezers, invoices and other similar items. This saves time during
the busy season.
- Be sure all employees are updated on important store policies.
These include returns and exchanges, layaways, warranties and
- Pass around information about your advertising, marketing
or other promotions customers may know about but you haven't
yet discussed with employees.
- Share your sales goals for the season with your employees.
Set goals for them. Consider creating an informal contest with
perks for those who surpass last year's figures. Make it fun
rather than strictly competitive.
- With all the new clients entering the store this time of
year, be sure you gather at the very least their names and phone
numbers. This builds your client base effectively at a busy time
and creates a file of future customers.
- "Down time" should be used. Ask employees to use
lulls in store traffic to call repair shops or be sure other
supplier-related needs are met. Also take the time to stock and
clean cases, write thank-you notes and make follow-up calls.
- Suggest to customers that January is a better time to clean
jewelry and change watch batteries. This will move such labor-intensive
tasks out of the prime late November and December selling season.
There's another time-saver you can create on a personal level:
Try to finish your own holiday shopping early so you have more
time to spend in the store and not feel stressed during this
already high-pressure time of year. If you haven't already addressed
and mailed your Christmas cards, do it tonight.
These are just a few things that can be put together into
a full program that informs seasonal workers and reminds veteran
employees about working as a team during the coming weeks.
by Christine Anzell & Jack Levenson
Christine Anzell and Jack Levenson are sales trainers in the
fine jewelry retail industry. To order their copyright Client
Record Keeping Book or Sales Training Manual, call them at (800)
Copyright © 1999 by Bond Communications.