District Manager SELF- Assessment PART 2
This section deals with you honestly assessing your personal involvement during a store visit.
On each of the following questions circle the number that best describes YOUR CURRENT (not what you want it to be, or hope it is) level of involvement on store visits.
On a scale of 1 to 5 (where 1 is seldom and 5 is Always) rate how often the element happens on a store visit.
Walk the entire store, in depth, Dept. by Dept. 1 2 3 4 5
Ask associates for ideas about how to improve sales 1 2 3 4 5
Ask the SM questions, Vs telling them how to correct things 1 2 3 4 5
Review the P&L and Merch. Reports with Mgt. team 1 2 3 4 5
Review the plan to improve sales and margin 1 2 3 4 5
Brainstorm new ideas to improve sales & margin 1 2 3 4 5
Randomly review payroll spent by day Vs. sales by day 1 2 3 4 5
Review associate turnover rates 1 2 3 4 5
Ask mgt. what is holding sales down and plan to change 1 2 3 4 5
You demonstrate exceptional customer service 1 2 3 4 5
Review SM succession plans to develop future Mgt. 1 2 3 4 5
Assess the effectiveness of training 1 2 3 4 5
Review product return rates by dept. 1 2 3 4 5
Review plans to reduce returns by Dept. 1 2 3 4 5
Spend minimal time On the phone 1 2 3 4 5
Spend minimal time Doing email / texts 1 2 3 4 5
Total number of 1's___ 2's ___ 3's___ 4's___ 5's ___
READY MADE ACTION PLAN. It’s done! Review how you rated YOUR response to each question and at the TOTAL Check-marks and Numbers recap.
Obviously 0-24% and “1s” present TREMENDOUS opportunity to improve and the 75% - 100% and “5’s” less opportunity. NOW, Focus your efforts on the areas that will provide the greatest return.
Realize that what you need to do is different by store, so to improve faster, do one of these sheets for each store. Now you have a specific development plan by store.
Only 1 person stands between you and Success, and that' person is YOU.
We all have dreams of success! It's what gives us hope and gets us out of bed in the morning (well that and our spouse). Look around you at your peers and colleagues how many of them came into work today hoping to fail? To be the biggest loser? Probably none (well there is always someone Cranky Carol and Buffoon Bob). are not your peers or colleagues, they are your They want what you have or what you want! So what are you doing DIFFERENTLY to beat the competition?
“Leadership is the capacity to translate vision into reality” - Warren Bennis
As the name implies, visionary leaders are great at creating a positive and inspirational vision about the future of their organization. They are also effective at conveying their vision in an engaging manner that attracts committed followers. They understand the “goals and dreams” of each player on their team and find ways to inspire them to achieve more than they ever thought possible. Feeling motivated by this approach often creates a sense of solidarity and security within the organization.
I recently facilitated a selling skills seminar for over 50 tractor, construction, lawn and garden and power sports dealers. I was amazed at the responses given in the feedback sheets from the attendees. One of the questions asked was “Which steps of the sale would you liked to have spent more time on.” The overwhelming answer was “closing the sale” followed by “overcoming objections.” While these two steps will be addressed in future articles, I’ll use this one to identify why they are having difficulty closing the sale and one of the reasons they get so many objections.
As a Leader, a top priority of yours is to develop a Management team that produces maximum profits through improvements of the associate and customer experience.
This assessment will give you a feel for where you stand in achieving that goal and provide you with a plan to get immediate improvements. For this to work you have to be willing to be brutally honest with yourself.
No one will see this but YOU, so the only person you would fool, would be YOU.
Participants often ask me after a speech or a facilitated training I've done, how I got so comfortable speaking in front of groups? This is usually followed by “Do you have any tips that could help make me a better speaker?” After responding with “Yes, hire me.”, I realize how many people out there, in all walks of life, are terrified of public speaking. In fact the latest list of people’s greatest fears ranks Public Speaking at #2 and fear of death at #6. That’s right, people fear public speaking more than dying. Here’s the good news, it’s really not that tough.