Case History 3

Optimization of retail sales team’s performance and ability to apply selling models on an international basis.

Integration of the project with a motivating program and a consistent improvement path of competencies according to quarterly results of the analysis.
How to obtain useful and reliable indicators to measure performances of an international Retail Team?
A We have defined and implemented an operational manual of behavioral observation for a European network targeting Mystery Prospect, in order to reach a high qualitative standard of monitoring and a total homogeneity in results from different countries and locations.
In this case study, we will analyze a project for the Fashion field.

Main Topics:

  • Mystery Prospect Analysis;
  • Quantitative-qualitative reports on more than 100 parameters;
  • Behavioral reading of the Retail Team

Manifested Needs:

Development of a specific tool to measure behavioral performance in sales, in order to obtain performance indicators related to the Fashion Retail Team for the European Department.

Made to Sell Project Development:

In collaboration with the Retail Department of this international Fashion company, development of a Mystery Prospect Analysis worksheet oriented and balanced to achieve our objective. Definition and implementation of an operational manual of behavioral observation for the European network targeting Mystery Prospect in order to reach a high qualitative standard of monitoring and a total homogeneity in results from different countries and locations.

Achieved Objectives:

Creation of a periodic monitoring system and summary of single analysis results in different countries, by making available detailed quantitative-qualitative reports on more than 100 parameters. Support for sharing results during meetings for the introduction of performance indicators, that will be used to focus on strengths and areas of improvement with Retail Managers and Store Managers’ European Team: this process allowed us to monitor the Retail Team’s behavioral standard, activating new actions oriented to constantly improve the standard of shopping experience and sales results.

Project Numbers:

Number of Interventions: 360 interventions per year – every three months
Involved Countries: France, Spain, England, Germany, Poland, Italy, Be.Ne.Lux and Portugal