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d e v o r p m I s d r a w To r e m o t s u C rouche

by David Ha

Retailers around the world are focused on creating an enhanced shopping instore experience with passionate sales associates who have intimate knowledge of products and drive engagement on the shop floor. This investment in time and resources are done with the understanding that increasing sales relies on increased customer satisfaction and experiences, units per transaction, visual merchandising and product knowledge.

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et why do some retailers spend millions on payroll for training programmes then neglect the crucial final step – determining which associates actually completed the programme, and how well? Similarly, they broadcast video communications and key directives about in-store tasks, price changes, promotions, etc., but don’t or can’t easily, assess employee receipt and accountability. Retailers in particular have a lack of analysis when it comes to training and communications receipt, completion, and understanding of the programmes. The ability to analyse and measure these key areas empowers companies to steer initiatives more productively while saving time and money. Industry-wide, training completion hovers at roughly 30% for associates whose individual engagement and results are not visible. Once field managers have the ability to follow and assess individuals, progress in the rate of training completion can exceed 90%. Without regular reinforcement and confirmation, even well thought-out initiatives could end up being ignored.

What are the key benefits of measurement? Real-time data results provide the visibility field managers need to:  boost training participation and accountability;  ensure directives and communications are delivered;  measure and coach employees who need improvement; and  refine programmes by regional, district and/or store level.

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AFRICA’S MOST INFLUENTIAL WOMEN 2017/2018

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MIW Regional Digital Magazine 2017  

Africa’s Most Influential Women in Business and Government – this annual publication showcases Africa’s most influential women across the co...

MIW Regional Digital Magazine 2017  

Africa’s Most Influential Women in Business and Government – this annual publication showcases Africa’s most influential women across the co...

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