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Retail Coaching.

Patrizia Saolini

Retail Coaching.

Excel in sales with sport strategies

Pages: 176

ISBN: 9788856857023

Edizione:1a edizione 2012

Publisher code: 1060.232

Can print: No

Can Copy: No

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Format: PDF con DRM for Digital Editions

Info about e-books

Pages: 176

ISBN: 9788856863987

Edizione:1a edizione 2012

Publisher code: 1060.232

Can print: No

Can Copy: No

Can annotate:

Format: ePub con DRM for Digital Editions

Info about e-books

A manual for sales directors, store managers and coaches with a winning formula: the use of sport as a metaphor for the strategies of the store. The book shows how exploit the full potential of store managers and sales people and see them as the most important elements of an authentic and motivated sports team.

The aim of the book Retail Coaching is that of guiding retail organizations towards a complete cultural paradigm shift: exploit the full potential of the store manager and salespeople, as if they were members of a sports team, thus redefining their roles and their way of acting and creating relations.
Strategy, tactics, motivation, common objectives, team spirit are some of the words coming from sports world that are also used in management and commercial sectors. Retail Coaching wants to put these metaphors into practice.
From this perspective, the salesperson shall have a double role as a strategist for the organization and a style consultant for the customer, while the store manager and the HR director shall take on the difficult task of choosing a "winning team".
In general, an effective and highly performing retail organization needs to know the playing field, the opponents, the rules of the match, and, above all, needs to fully know the sales team and exploit its full potential, also knowing its strengths and the opportunities it may grasp. Both in sport and in retail world, success is reached only by choosing a good management team and talented co-workers, and above all by creating a "group" able to reach results that go beyond the sum of the abilities of the members of the team.

Patrizia Saolini, specialized in staff search, recruitment and training within retail and luxury sectors and the start-up and development of stores, worked as an executive in some of the most important fashion companies on the international market. Associated Certified Coach at the International Coach Federation, she created a unique consultancy formula, by mixing her experience as a retail director with international cross selling and business coaching methodologies (for further information, www.retailcoaching.it).


by Oscar Damiani, Foreword
Introduction
Systemic retail coaching: a coaching attitude is a revolution for the system
(A couple of things I know about retail... and coaching; The definition of retail coaching; The key potentials of the retail team; The activities of the boss-coach: how to turn a utopia into reality; The athlete in me: two coachees tell their stories)
Systemic retail coaching: the rules of the game to make relationships evolve
(The six steps of retail coaching; The retail coaching contract; Training-investment: when the company does not sponsor the coaching partnership; The six training cards of the coachee)
Strategic retail coaching: training of the Retail Director/Sports Director
(Foresight of the modern retailer; The essential activities of the Retail Director - interview to Rossana Bianchi, Global Retail Manager; The value of the Retail Director/Sports Director in the field; Coaching of the Retail Director to create the winning team - by Marina Osnaghi, Master Certified Coach)
Tactical retail coaching: the evolution of the store manager/trainer
(The essential activities of the store manager; Retail coaching for the sales team - with Stefano Vitta, Social Media Strategist of Connexia S.r.l.; The boss-coach in action: how to increase the effectiveness of team coaching; The Corporate Profitability Index: why measuring)
ROI (Return On Investment) in coaching - by Lisa Edwards M.S., ACC, Founder of Bloom Coaching Institute
Conclusion
Afterword, by Stefano Dominella, President of Gattinoni Group and Member of the Board of the Italian Fashion Chamber
Glossary
Bibliography.

Serie: Manuali

Subjects: Retailing. Store management. Franchising - Leadership, Coaching

Level: Books for Professionals

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