east region training action plan to analyze the current situation and training needs
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ACTION PLAN
Fawaz Al Hokair & Co. Fashion Retail
Action Plan to identify, Define,
And Manage the East Region current
situation and Specialized Training needs.
Project Objectives:
To find out the weakness & strength points of the store sales team
To identify the training level for the current employee’s
To help me out to conduct a new training and action plan
Prepare the training report for all the training issues regarding the current situation
To provide a snapshot of where our training may have the greatest impact.
Weekly , Daily Process and Action plan Timeframe
Period Of The
Action Plan :
Beginning – First Of April 2012Ends At the End Of May 2012
Weekly Process Days:
Each Saturday And Tuesday Of the Week
Location: And
Week Number
#
MOD
#1
MODex
#2
Khaldoon
#3
Ehsa
#4
Rashid
#5
Marina
#6
KhobarCorniche
#7
Shatiee
#8
Dareen
#8
Fanateer
#8
Othaim
#8
Venicia
#7
The Day Process :
Attending the Mall Manager briefing , Visiting Each Store and Getting The Required Information From And about The Store Sales Team
Action:
•Meeting with the mall manager’s to Prepare training report regarding the current situation.What:
•Saturday 31/Mar 12:00pm•Saturday 31/Mar 1:00pm
Start:Ends:
•Ibrahim / Zack•All mall managers
Owners: Assist Of:
Meeting
What Start End Owners
Assist Of
Remark
Status
Observe the sales team performance in the East region by Each mall And check the bellow action’s:1. How salespeople generate business leads and establish contact with customers.2. Analyze which sales methods work and which require changes3. Understand under what circumstances sales goals are not met, and try to develop a plan to ignite sales performance.
Saturday of each week in all the East region malls
At the End of the Week and the report will be sent At the first day of the following week
Ibrahim/ Zack
-All mall managers -Store managers
Action: Observation and Action
outlines
What Start End Owners
Assist Of
Remark
Status
Check if the team is meeting sales goals, such as:1. Identify the top five sales performers in the mall and make a schedule to meet with them2. Ask our highest performing sales team about their sales techniques for selling our company products and services to help in identifying the current area situation3. Listen to how they interact with our customers, maintain a positive attitude and meet company sales goals.
Saturday of each week in all the East region malls
At the End of the Week and the report will be sent At the first day of the following week
Ibrahim/ Zack
-All mall managers -Store managers
Action: Observation and Action
outlines
What Start End Owners
Assist Of
Remark
Status
1. Mall Managers Briefing Feedback Form 2. Evaluating The Store Manager Participation and Understanding
Every Morning brief in Every Mall
I’ll be Sending the feedback via E mail Every Day
Ibrahim/ Zack
-All mall managers -
Action: Observation and Action
outlines
Preparation and implementing the process and what topics will be covered in the
process
1. Customer Service
Understand the importance of good customer service & how to give it.
Understand the importance of customer service in a competitive environment.
Practice the skills of dealing with customer & handling their complaints.
Understand customer needs.
Understand importance of the customer feedback.
Understand & practice Steps to Making a Sale
Preparation and implementing the process and what topics will be covered in the process
2. Product Knowledge
Pricing structure
Styles, colors or models available
History of the product
Any special manufacturing process
How to use the product
Preparation and implementing the process and what topics will be covered in the process
3. Store Standard And Visual Display
Use of daily checklist
Windows clean and well presented
House keeping
Visual standards maintained
Maintenance problems reported
Cash Desk organization
All merchandise correctly priced, sized and steamed
Fixtures / lightings correctly positioned
Preparation and implementing the process and what topics will be covered in the process
4. Sales Process
Establishing a relationship with the customer
Analyzing the needs of the customer
Making a recommendation to satisfy those needs
Completing the sales process by taking a commitment
Ensuring prompt delivery of the service and follow-up with the customer for any feedback
Preparation and implementing the process and what topics will be covered in the process
5. Knowing The Competition
How well does our team know the competition?
Differentiate themselves and our company against the competition?
Are they position well against the competition?(them self, the company, the product, the service)
Preparation and implementing the process and what topics will be covered in the process
6. Understanding On KPI
Unit Per Transaction (UPT)
Average Transaction Value (ATV)
Conversion Rate
Target Setting And Bonus scheme
Preparation and implementing the process and what topics will be covered in the process
7. Communication Skills
Communication Skills With the prospective customers
Communication Skills With The Store Sales Team
Communication Skills With The Store Manager And The Company Management
Result And Chart statistics Result Of the Action plan will Be Measured And filled in the Following Chart To Identify the weakness &
strength points of the store sales team in Each Mall.
MOD
Ehsa
Mal
l
Khob
ar C
orni
che
Fana
teer
012345678
Mall’s Current Situation Statistics .
Customer Service Product KnowledgeStore Standard Sales ProcessKnowing The Competi-tion
Understanding On KPI
Communication Skills
Thank You For Your Attention !
East Region Sales Trainer
Oday . Ghaly
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