Activities

Floor Coaching

From the floor comes the truth.

It’s where skills can be observed and results are concrete.

When we start a floor coaching project, we conduct an audit at a point of sale. To this end, we have set up the TOP 100® matrix. It consolidates 100 specific points to audit.

This analysis is conducted by immersion in the points of sale. We then plan the reporting of the audit to a project group.

With this review of existing techniques and organizations, we can create a robust training project on developing a personalised selling ceremony for the brand, and on improving sales performance.

At this stage, we then launch the following actions:

  • Transcribe these sales techniques so the teams can refer to them regularly
  • Provide managers with training on expanding sales via a good understanding of KPIs and how to improve them
  • Engage the retail manager, who ensures that the implemented system lasts

In this process of field coaching, the teams are trained in a three-step process.

First of all, the managers are trained in the selling ceremony of the brand.

Concretely, it is important to ensure the teams know how to implement it in the stores and how to follow it in the long term.

To inaugurate this selling ceremony, the store teams then need to be trained ‘on the floor’, in the presence of the managers.

Lastly, we conduct the follow-up after these actions are implemented. It is important to observe the impact and the results obtained.

And to streamline these processes, if necessary.

We verify that the action plan we have defined together is actually implemented, and that it obtains the expected results.

To this end, we give management tools to the retail manager, evaluate the action plans of each store 1 month afterwards with the retail manager, and measure the results with mystery visits.”

Contact us for more information

Martin

IT manager (luxury groupe)

When you have a position at group level, you don't necessarily think about training in the presence of retail teams. I followed a distance learning course with people from very different worlds and different brands. I was able to develop my management skills while at the same time discovering the business of boutiques, which at first seemed very different.

Laura

Regional director (Home Universe)

In a few days I learned the best methods to manage a region, prioritise my visits, manage from a distance and develop my leadership. I was lucky enough to be coached on visits and I didn't know that the job of RD could be learned.

Marcel

Boutique Manager (Watchmaking)

The trainers and the tools offered are a real plus. Being a manager is not something you can improvise. The training is a good response to the problems that we encounter in the field on a daily basis. I think I have really enriched myself as a manager. And I think that my colleagues have seen this clearly!

Emma

Shop assistant (lingerie)

My company offered me the chance to follow a future manager course. For a year, I followed training modules with a group of 12 salespeople. In the end, I got a diploma with two years of higher education, even though I only had the baccalaureate. I had an unforgettable year!