Does Your Newly Hired Optician Perform Like You Want?

In a recent article, retail sales trainer Harry Friedman sets out 6 steps to hiring better retail sales people.  Those steps are:

  1. Show applicants how they will be held accountable for their performance. Make it clear to any potential employees that they will be held accountable for their sales performance.
  2. Let applicants know you’re not looking for average performers. Describe your expectations regarding sales productivity.
  3. Ask applicants what the consequences should be if they were hired, trained sufficiently, and couldn’t perform above or within an acceptable range of the store’s averages. If an applicant doesn’t say he or she should be terminated, move on to the next applicant.
  4. Speak to applicants about the importance of willingness. Explain that you’ll provide the training applicants need to succeed on your selling floor, but you expect them to do the job as they’re trained to do it.
  5. Administer a test to assess applicants’ job-related math and reading skills. The only effective way to determine if applicants meet your minimum standards  is to administer a short test to check out their abilities.
  6. Cut a deal with applicants seriously being considered. Gain his or her agreement to maintain a certain productivity level or call it quits.

ADG&A advises its clients to use reference checking, background checks and preemployment testing for all job categories.  This should include hearing and vision tests as well.

To read the entire article on The Friedman Group’s website, click here.

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About Arthur De Gennaro

My friends call me Art. Welcome to my blog. In this space you’ll find information and comments on the ophthalmology world, the optical industry, the hearing industry and medical practice management. My intent is to provide information you can use to improve your business and your own performance. Please visit often and feel free to join the discussions by leaving comments.

You can learn more about me and my consulting company, Arthur De Gennaro & Associates, LLC by visiting my web site www.adegennaro.com

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October 2009

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