Store Sales Management

Description

Store Sales Management

This module explores how Store and Area Managers can work together to drive sales performance through effective routines, clear communication, and focused operational execution. It explores how Store Managers can adjust daily routines to support sales growth and target achievement, how to monitor and interpret key sales metrics to inform decision-making, turn performance insights into clear, practical action plans, and use review discussions to track progress, identify actions, and support continuous improvement.

Who Is It Suitable For?

• Store and Area Managers
• Deputy Store Managers
• Headquarters operations people who need to understand store sales processes better, including financial analysts
• Internal or external auditors who need to audit stores
• Consultants and systems developers specializing in store processes and omni-channel processes

Course Objectives

By the end of this program, learners will be able to;

• Articulate how a store manager can adjust routine operations to help support sales growth and sales target achievement
• Develop action plans to achieve growth and maintain good customer service
• Communicate effectively with Area Management to help achieve store goals
• Prepare for and participate effectively in Monday morning and monthly reviews with the Area Manager

Detailed Content

Store Manager - Daily Routine

• Metrics
• Sales performance
• Cash management
• Stock management

Staff Attrition

• Impact of staff attrition
• Improving retention in store teams

Store Manager - Reporting

• Daily reporting
• Weekly performance review
• Monthly reporting
• Analysis to identify potential performance improvements
  • Performance against chain average
  • Sales to stock ratio analysis
  • Chain, area and store-level performance analysis
  • Stock analysis
  • If it is not a stock issue

Area Manager - Reporting

• Area manager roles and responsibilities
• Daily reports
• Weekly reports
• Overs and shorts analysis
• Labor cost as a percent of sales
• Sales to stock ratio
• Monthly reviews and analysis - store reports
• Monthly reviews and analysis - key considerations
• Store visits
• Mastery test - Learners completing the mastery test and obtaining a 70% pass mark will also receive a mastery certificate upon completion.

Hours of Study

The average learner will complete this class in 1.5 hours.

Resources Included

The class includes the following downloadable resources for printing and review:

• Guide on navigating Martec E-learning courses
• CPE Credits for Store Sales Management
• Performance Against Chain Average Checklist
• Retail and Consumer Goods Industry Knowledge Bank Links for Store Sales Management
• Store Sales Management Summary Module

Pre-Requisites Necessary

After This Program

The next logical program in developing learners’ knowledge will depend on your learning goals.  You can get more guidance from the Career Paths section of this web site.