Profitability Consulting Group


		Sales Management TRAC: Managing a high performance sales team.
Only one process generates revenue: sales The more effectively your sales manager measures and directs their sales team, the more profitable your store. Sadly, though, sales management in furniture stores is often an ad hoc process. In the absence of strong sales management, the sales team will manage themselves down the path of least resistance. As a result, a majority of the sales are low-margin. In Sales Management TRAC we clearly define the role of the sales manager in terms of recruiting, staffing, training, and coaching. Owners are shown how to develop meaningful sales goals and how to hold sales managers accountable. This program formalizes the selling process while putting in place a set of procedures and benchmarks to enable and ensure increased profitability. Sales managers can then use these tools to improve the performance of the sales team, increasing both revenue and margin.



		SalesTRAC: Effective In Store Selling
The way customers shop today has changed. The way most salespeople sell has not. SalesTRAC is our program to help you create a selling process for your store that meets the needs of, and matches the buying behaviors of today's consumers.

We work with you and your management team to evaluate the current selling process and make recommendations for improvement. We evaluate the skill levels of the sales staff and make recommendations on how to improve the performance of the sales team.

We then work with you and your management team to set performance level standards for the sales team, and train the sales team to sell to the new process.

We then train your sales team to use their new process using variety of skill and team building exercises. In the process we will teach salespeople goal development and how to use performance indicators to help them achieve their goals.

		"This program helped my store increase sales by 45% in six months despite the chaos of the stock market melt down and 9/11."
		Jeanine Bennett, Cornerstone Interiors



		SalesTRAC II - Get Comfortable with Design
If your staff uses the words and processes of Interior Design then they will be more professional and develop Trust with their customer. Maximize the sales process by looking at the big picture... not just the sofa. This program benefits both the professional designer and the product knowledgeable furniture sales staff. The last day of this seminar your staff will participate in a Consumer Focused Event that will help them turn customers into clients! Design Theory / Design Principles / Colour Useage Learning the difference between Good Design and Bad Design Getting the customer's Ideas to turn Wants to Needs Floor planning for Now and in the Future Client Development for a lifetime Interior Design Event for the Public "Let's Give Our Homes Lots Of Pizzazz!!" 3 hr.public seminar includes ad slicks, customer handouts and presentation Work with the staff so they can present their professionalism to the public The customer measures their room, gathers samples and fills out forms The customer returns for a free 1 hr. consultation with the staff member of their choic You Now Have Clients ! !



		SalesTRAC III - Developing Successful House Calls
The typical house call is Your Knowledge and Their Frustration and this turns into Their Knowledge and Your Frustration. Your Design Consultant spends hours developing a relationship with the customer at their Home but nothing develops from the meeting. The customer does not equate all the attention with any commitment. This TRAC is the process to make House Calls work for you and your staff. Learn the difference between a shopper and a buyer Timing is the key of a successful appointment Working up a Budget for the room Getting commitment from all the decision makers Staying in control of the process Floor planning and Presentations that lead to higher average tickets

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