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Search Results - Gretchen Gordon

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Being too tough demoralises workers

Tips on Selling
The marshmallow or the meanie pants?

Sales managers often fall into one of two roles: marshmallow or meanie pants. GRETCHEN GORDON reveals how to avoid this trap by never losing sight of the main goal – getting the absolute best out of employees. Read more »
Role-play real scenarios in training

Tips on Selling
Telling ain't selling, nor it is managing

Telling is not selling, but telling is not coaching either. GRETCHEN GORDON discusses why telling is an ineffective way to train a sales team. Read more »
AI will enhance, not kill off real staff

Tips on Selling
Improving jewellery sales with technology

As the sales landscape changes, retailers must prepare for the future. One way to do this is to study how technology can assist salespeople, rather than replace them. GRETCHEN GORDON reports. Read more »

Management
Why sales hiring is so hard to get right

Hiring quickly might help to fill short-term vacancies on the sales floor but GRETCHEN GORDON believes hasty decisions can dramatically increase resourcing costs. Read more »
Take a systematic approach to closing

Tips on Selling
Low closing rates? Here’s what to do

Being able to close a sale is key to any successful retail business but why do many salespeople lack the skills to do so? GRETCHEN GORDON explains how to land sales more often. Subscription required. Read more »

Feature Stories
Ditch these sales management ills in 2017

September is the time when retailers set their focus on Christmas but GRETCHEN GORDON reports it’s also a great time to consider how to make next year better than the current one. Read more »

Management
Is your sales manager killing sales or making a killing?

Sales managers who are eternally frustrated with their sales teams may need to look inwards for answers. GRETCHEN GORDON says doing so will improve performance throughout the entire business. Read more »
Smart managers will monitor performances of all staff

Tips on Selling
Measure top salespeople and increase sales

It’s important to measure all sales staff, irrespective of performance, to ensure consistency of treatment across the entire team and a fail-proof scheme should sales decline. GRETCHEN GORDON reports. Subscription required. Read more »
Set an activity plan for top sales results

Tips on Selling
Coaching sales staff to better results

Setting activities for sales staff is perfectly acceptable as long as sales managers remember that sales activities do not replace sales results. GRETCHEN GORDON reports. Subscription required. Read more »
Managerial behaviour is key to success

Management
Managerial mistakes that matter

All sales teams make mistakes but what if it’s the sales manager who is causing these errors? Gretchen Gordon lists some common behavioural errors perpetrated by sales managers that directly affect sales. Subscription required. Read more »

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