How Do I Monitor Employee Conversions In Retail? | Retail Today With Bob Phibbs, the Retail Doctor - Flash Briefing

It doesn't matter how many employees you have, it's really tough to know how well they're converting lookers into buyers. Today I want you to pick one employee and then just watch a random five sales encounters, because ultimately, it's all about conversion in brick-and-mortar stores now. It's not about how they're greeted, it's not about if they asked if you had an app or signed up on a loyalty card, it's did they convert them from a looker to a buyer.

Today just pick one employee, take a look at five random shoppers. And if in five random shops, nobody bought anything, you'd probably have to look at your training. And I would encourage you to look at my online training program, Salesrx.com, but you have to have a process that converts more lookers into buyers because the browsers, well, you know what? They're online. The buyers, the people who really have the money and want to buy it and take it home from you today, they're in front of your store and when they don't buy, it makes you wonder how good a job that employee standing in front of you is really doing.

That's all for today.

If you love what you heard on Retail Today, connect with Bob by visiting retaildoc.com or send a message to bob@retaildoc.com. Thanks for listening!

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