Retail Performance based measures are important for any retailer whether
large or small and serves to communicate the strategy of the business and
align employees with the goals of the organization. Managers use
performance measures to track staff against benchmarks and targets.
Managers are able to identify poor performance areas and react in time to
make adjustments in resource and skills. Big companies motivate staff
using Key Performance Indicators (KPI) as the basis for rewards. And
performance measures are used by Senior Managers to guide future
developments and plans.
Usually single store owners rely on their POS systems to track the obvious
KPIs such as Average Sale, Sales per Hour, and Items per Sale . However,
the figures produced by POS systems are simply a tally of those KPIs and
do not show Store Managers how each Salesperson is performing in relation
to each other as well as the store objectives. Unless you have something
to compare someone to you cannot identify their area of weakness.
Moreover, Salespeople need to be measured on a level playing field to make
any sense of the numbers, because they work in slow and/or fast periods of
the shopping day.
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