CURMUDGUCATION: FL: Bad Retail Management As Ed Policy

CURMUDGUCATION: FL: Bad Retail Management As Ed Policy:

FL: Bad Retail Management As Ed Policy



If you have worked in the retail world, you have probably had this experience. If you teach in Florida, you're about to.

Somewhere way up the corporate ladder, some guys in a board room declare that they predict an awesome quarter for the corporate coffers. This awesome result is based on an uptick in revenue and that uptick is based on... well, it's based on pressuring the sales force. Not improved product, not greater demand in the marketplace, not any attempt to create a new relationship between the brand and the customers. Not any of the things that would actually be the responsibility of those boardroom guys.

No, what's going to happen is that the new Sales Goal Figures will be passed down the ladder until we finally arrive at a meeting between a store manager and the sales staff in which the store manager informs them that they are expected to move another $2,000 in merchandise per week.

What's the corporate assumption here? Well, it's not that the product or the corporate structure needs to be tweaked or fixed. The assumption is that, somehow, the sales staff could sell more if they just...well, did it.

Management may offer or impose some new policies or procedures (develop a customer call list and hit it every day, cry when you are trying to land the sale, or tackle customers when they get in the door and don't let them up until they buy something). But these are implemented backwards, after the fact. In other words, corporate doesn't say, "We've got some new ideas that we think will improve your sales so much that we can reasonably raise your CURMUDGUCATION: FL: Bad Retail Management As Ed Policy: