2. Office Depot
Store Manager
• Manage four managers with 50 employees leading to 6 mil/yr
• Each manager was responsible for their own department’s people and
results (Monthly Business Reviews).
• Managed on a 90-day calendar
• Coach and developed managers to manage with a business owner
mentality, via daily communication, follow up, and accountability.
• Managed conversion via mystery shops, customer feedback, and daily
best practices.
• Identified the leaders within the associates and challenge them to become
better..
• Utilized company tools to develop behavior and best practices.
• Proactive to company goals
3. RadioShack
District Sales Manager
• Idea – Plan
• Increased Y.O.Y by 20%; adjusted throughout year.
• Ranked store’s from best to worst in each metrics.
• Identified the area’s of opportunity.
• Influential – People
• Coaching to Self Discovery
• Met with each manager to identify their areas of opportunity, made
suggestions, went through on the spot coaching, and follow up.
• Identified motivation and linked to Company Values.
• (a.) Money (Commissions) (b.) Opportunity (c.) Recognition (d.) TEAM
• Held Managers Training Session. Focused on areas of opportunity.
• Company Directive - Action
• Averaged 100 boxes over 6 months per wireless carrier.
• T-Mobile Averaged 21 PSA.
• Challenged them to always strike to exceed company’s expectation.
• Frontline – Execution
• Results/Follow Up/Revisit Plan
4. InkStop
District Sales Manager
• Installed Company Training Program
• Developed sales driven behaviors through coaching the Five Step
Selling Process.
• Bi-Weekly Orientation.
• Weekly Checklist.
• Weekly SM Coaching Session.
• Spearheaded Business to Business Program
• Coached/Mentored on being influential.
• Building the one on one relationship.
• Create the culture of not buying just from the company, but the
individual.
• Business contracts with local small-mid businesses.
• Researching company’s necessities
• Cold Calling
• Setting up appointments
• Created presentations
• Closed Sale
5. People Development
Investing
Building the rapport with the associate.
One on One Weekly Coaching Sessions.
Allow the associate to identify their strengths.
Allow the associate to identify their opportunities.
Make suggestions; lead them to the answer.
Side by side selling.
Role-play/Conversation/Suggest.
Observe associate interact with the customer.
Make on the spot coaching points.
Lead by example.
Follow Up.
Plan/Challenge/Praise.
Set realistic expectations, set the reach expectations.
Raise the bar when expectations met.
Praise, then start the process again.