Step One - A two-day in-house needs assessment visit to consist of:

1) Interview employees to determine possible sales suppressants

2) Develop a customized customer profile system for after the sale follow up

3) Develop a customized sales productivity report for individual salespeople and the store incorporating ABA, (weekly, monthly & quarterly) along with weekly target and monthly goal planners

4) Develop a customized after the sale telephone & mail follow-up system.

5) Develop a customized sales training program using the PMSA Relationship Selling Program as a basis emphasizing exceptional customer service

6) Discussion with owner/management on the sales management process (Sales Management Manuals included)

7) Customization of all materials will be done upon return to office

8) Mystery shop several competitors stores

Step Two - A two-day in-house training session ( 4 - 6 weeks after 1st visit)

1) Two full days of sales training with staff - One day with half the staff and the next day with the other half of the staff

2) These sessions will teach salespeople sales and customer service skills, including the proper strategies and techniques for after the sale follow-up and how to build personal trade, repeat and referral business

3) Introduce the customer profile system

4) Introduce the accountability structures to the sales staff

5) Set up productivity notebooks for sales staff and store

6) Role-play PMSA Relationship Selling Program

7) Written examination on PMSA Relationship Selling Program

8) Review accountability structures and process with owner/management

9) Develop plan of weekly meetings with sales staff - owner/management 10) Institute sales contest budget with owner/management

Step Three - A two-day in-house session ( 4 - 6 weeks after 2nd visit)

1) Review and analyze statistics with owner/management

2) Hold individual meetings with each sales staff member along with the owner/management reviewing statistics and discussing areas of strength and weakness

3) Train sales staff on telephone sales skills and institute telephone campaign to encourage appointments for repeat and referral business

4) Institute telephone call campaign accountability system

5) Observe and evaluate sales skills on the floor

6) Institute sales contest with owner/management

Step Four - Two-day in-house visit ( 4 - 6 weeks after third visit)

1) Review individual and store productivity reports with owner/management

2) Institute Up System with tracking and written rules

3) Train sales staff on how to successfully turn-over sales

4) Institute Turn-over system with tracking forms

5) Review areas of strengths and weakness with individual sales staff along with owner/management

6) Institute on going after the sale follow-up campaign for Birthdays, Anniversaries, and special occasions

7) Observe and evaluate sales skills on the floor

8) Review of program with owner/management

Throughout the course of the program sales statistics are to be faxed to IAS Training weekly for review and telephone consultation with the owner/management for the first three months, biweekly for the next three months and monthly for an additional three months.

As with any plan there is always a need to review and change course as special needs or situations arise, i.e. an additional day to train new staff members, additional locations, markets, etc. My goal is to end the campaign with a complete sales and sales management process to capitalize on all potential business both from walk-in traffic and through repeat and referral business. This process when carried on after the six month program by the owner/sales manager will result in a process that is intact and operational both now and in the future.