East region training action plan to analyze the current situation and training needs

1. Fawaz Al Hokair & Co.
Fashion Retail
ACTION PLAN

2. Action Plan to
identify,
Define,
And Manage
the East Region current situation and
Specialized Training needs.

3. Project Objectives:
To find out the weakness & strength points of the store sales team
To identify the training level for the current employee’s
To help me out to conduct a new training and action plan
Prepare the training report for all the training issues regarding the
current situation
To provide a snapshot of where our training may have the greatest
impact.

4. Weekly , Daily Process and Action plan
Timeframe
Period Of Beginning – First Of April 2012
The Action Ends At the End Of May 2012
Plan :
Weekly Each Saturday And Tuesday Of the Week
Process
Days:
MOD MODex Khaldoon Ehsa Rashid Marina Khobar Shatiee Dareen Fanateer Othaim Venicia
Location: Corniche
And Week #1 #2 #3 #4 #5 #6 #7 #8 #8 #8 #8 #7
Number #
The Day Attending the Mall Manager briefing , Visiting Each Store and Getting The Required
Process : Information From And about The Store Sales Team

5. Action:
Meeting
• Meeting with the mall manager’s to
What: Prepare training report regarding the
current situation.
Start: • Saturday 31/Mar 12:00pm
• Saturday 31/Mar 1:00pm
Ends:
Owners: • Ibrahim / Zack
• All mall managers
Assist Of:

6. Action:
Observation and Action outlines
What Start End Owners Assist Of Remark Status
Observe the sales team Saturday At the Ibrahim/ -All mall
performance in the East of each End of Zack managers
region by Each mall And week in the -Store
check the bellow action’s: all the Week managers
1. How salespeople East and the
generate business leads region report
and establish contact with malls will be
customers. sent At
2. Analyze which sales the first
methods work and which day of
require changes the
3. Understand under what followin
circumstances sales goals g week
are not met, and try to
develop a plan to ignite
sales performance.

7. Action:
Observation and Action outlines
What Start End Owners Assist Of Remark Status
Check if the team is meeting Saturda At the Ibrahim/ -All mall
sales goals, such as: y of End of Zack managers
1. Identify the top five sales each the -Store
performers in the mall and week in Week managers
make a schedule to meet with all the and the
them East report
2. Ask our highest performing region will be
sales team about their sales malls sent At
techniques for selling our the first
company products and services day of
to help in identifying the the
current area situation followin
3. Listen to how they interact g week
with our customers, maintain a
positive attitude and meet
company sales goals.

8. Action:
Observation and Action outlines
What Start End Owner Assist Of Remark Status
s
1. Mall Managers Briefing Every I’ll be Ibrahim -All mall
Feedback Form Morning Sending / Zack managers
brief in the -
2. Evaluating The Store Every Mall feedback
Manager Participation and via E
Understanding mail
Every
Day

9. Preparation and implementing the process and
what topics will be covered in the process
1. Customer Service
Understand the importance of good customer service & how to give it.
Understand the importance of customer service in a competitive environment.
Practice the skills of dealing with customer & handling their complaints.
Understand customer needs.
Understand importance of the customer feedback.
Understand & practice Steps to Making a Sale

10. Preparation and implementing the process and
what topics will be covered in the process
2. Product Knowledge
Pricing structure
Styles, colors or models available
History of the product
Any special manufacturing process
How to use the product

11. Preparation and implementing the process and
what topics will be covered in the process
3. Store Standard And Visual Display
Use of daily checklist
Windows clean and well presented
House keeping
Visual standards maintained
Maintenance problems reported
Cash Desk organization
All merchandise correctly priced, sized and steamed
Fixtures / lightings correctly positioned

12. Preparation and implementing the process and
what topics will be covered in the process
Establishing a relationship with the customer
4. Sales Process
Analyzing the needs of the customer
Making a recommendation to satisfy those needs
Completing the sales process by taking a commitment
Ensuring prompt delivery of the service and follow-up with the
customer for any feedback

13. Preparation and implementing the process and
what topics will be covered in the process
5. Knowing The Competition
How well does our team know the competition?
Differentiate themselves and our company
against the competition?
Are they position well against the
competition?(them self, the company, the
product, the service)

14. Preparation and implementing the process and
what topics will be covered in the process
6. Understanding On KPI
Unit Per Transaction (UPT)
Average Transaction Value (ATV)
Conversion Rate
Target Setting And Bonus scheme

15. Preparation and implementing the process and
what topics will be covered in the process
Communication Skills With the
7. Communication Skills
prospective customers
Communication Skills With The Store
Sales Team
Communication Skills With The Store
Manager And The Company Management

16. Result And Chart statistics
Result Of the Action plan will Be Measured And filled in the
Following Chart To Identify the weakness & strength points of
the store sales team in Each Mall.
Mall’s Current Situation Statistics .
8
7
6
5 Customer Service
4 Product Knowledge
3 Store Standard
2
Sales Process
1
Knowing The Competition
0
Understanding On KPI
Communication Skills