TL;DR: Develop a plan, a list of your products and services, a list of customers, figure out how to sell to them, make a sales forecast, a budget, band your team together, and incentivize them for success.
The holiday season is upon us and that means the pressure is on for many of us to perform and deliver results. This is especially true for wireless dealers who are looking to not only draw a bigger clientele, but close more sales during the holiday season.
While many in the wireless space will take the opportunity to hit their sales targets during this busy season, many will fall short of their goals. This will be attributed to a number of factors, including customers’ preference to shop online, which can make it more difficult to bring in new business. Additionally, though, employee disengagement and absenteeism may also pose problems; especially during the holidays. In fact, a recent study showed that highly engaged workplaces see 41% lower absenteeism than those with high employee disengagement. Often overlooked, this is an issue that can have devastating effects on business, especially during the holiday season- when the stakes are much higher.
That said, there are ways wireless dealers can ensure they are knocking out their new box and accessory sales goals during the holiday season - here are some of the best ways to ensure that you meet your sales goals.
Step 1. Make a plan
In this industry, not only must you plan ahead, but also be over-prepared for the best and the worst-case scenarios. This is especially true during the holiday season - undoubtedly the busiest, but best time to sell.
That said, because the holiday season is the busiest time of the year for wireless, there is a great deal of competition for your product or service. That can be good – it means you’re selling something people want, but it also means you have to work harder than ever to stand out from the crowd.
If you want to be successful, you need to have one big plan consisting of several plans, and you need to have those plans in place before the holiday season even begins.
Step 2. Make a list of your wireless products and services
There are a lot of different things you can do when selling during the holidays - you can offer exclusive deals and seasonal discounts, you can sell your products at a lower price, you can offer free gifts with purchase, you can even offer free shipping.
The most important thing is to have a full understanding of your products, services, and which ones you would like to put the emphasis and focus on selling. Once you have a prioritized list of products and services, you will then need to think about how you can sell those products and services during the holiday season.
How much will it cost you to sell during the holiday season? Will you need to hire more staff? Will you need to buy more products? Will you need to buy more advertising?
You need to know these things in advance, and if you don’t - you might end up spending your money on something that doesn't work to make money for you.
Step 3. Make a list of your customers
You need to know who your customers are. You need to know their needs, their wants, as well as what they don’t want. You need to know how you can help them now, how you can help them in the future, and how you can give them what they need.
Step 4. Figure out how you’re going to do it
Once you know your customers, you need to figure out how you’re going to sell to them. You will need to figure out how you’re going to reach them, how you’re going to communicate with them, and how you’re going to connect with them.
These are all very important things, because if you’re not able to reach your customers, you're not going to sell to them. If you’re not able to communicate with your customers, you’re not going to make a lasting connection that could bring them back for returning business.
Step 5. Write a sales plan
Now that you know who your customers are, what they want, and how you’re going to do it, it’s time to put all that together into a sales plan. A sales plan is your blueprint for success - it shows you how to reach your customers, how to connect with them, and how to sell to them.
Writing a sales plan is a lot like writing a business plan. You need to think about your customers, their needs, what they want, what you can give them, and how you’re going to give them what they want.
You need to think about your products and services, how you’re going to sell them across multiple stores, and how your marketing plan will support multiple stores and whether you will need different plans depending on the location, how you’re going to reach your customers, and how you’re going to get people to notice your products and services.
Step 6. Make a budget
When it comes to the holiday season, you need a budget. A budget is an estimate of how much money you're going to spend on your advertising, sales SPIFFs, promotions, and your staff.
You need to know your budget in advance, so you can have a good idea of how much you're going to spend, but most importantly - you will also need to track it. Keeping an eye on what amount is going where, whether it’s decorations, employee incentives, or software, you will need to look back later for a clear understanding of where your budget was best, or worst spent.
You can’t afford to spend too much, because it’s the holidays. You can’t afford to spend too little, because you’re going to need that money to keep business afloat if any holiday emergencies occur - which tend to happen during this bustling time.
Step 7. Band your team together
It’s no secret that managing a team is difficult. There are many factors involved, especially when it comes to sales, but if goals are to be met - this will need to be a group effort, and you will be depending on your team for their support and execution of your plans, while also making sure everyone is on the same page, and all eyes are on the prize.
70% of American workers say they feel fully disengaged from the workplace - stress, lack of motivation, having nothing to look forward to, or feeling unimportant are all roadblocks and hurdles that can contribute to disengagement, so how do you get everyone to their most productive state and on the same page?
The answer is simple: communicate goals and objectives clearly and concisely to everyone on your team, you have to make sure everyone has a clear understanding of their responsibilities, and what the mission is. Hold team meetings, outline presentations, answer questions, and make sure your team feels comfortable asking questions if they need to.
Step 8. Incentivize & recognize performance!
Let’s face facts: having to work during the holidays is generally not very fun. Being customer-facing throughout the heaviest shopping period of the year, while witnessing others having restful downtime from work, or going on family vacations can be exhausting in and of itself. In general, 85% of employees say they are not engaged in the workplace, as it is; but with the significant increase of urgent holiday shopping, and workers getting stressed out, burnt out, and disengaged - they start taking more days off, or they just quit altogether. So what do you do to keep your employees happy and plugged-in to work? Simple: you give them recognition, and you incentivize them to work harder.
Recognition can be as simple as a public display of appreciation, or a one-on-one to communicate satisfaction for a job well done. Such a small gesture has the ability to make your workforce feel appreciated, as well as perpetuate the desire to do a great job.
Incentivizing is similar, and potentially even more beneficial, as it can create drive, healthy competition, and motivation. Incentives also don’t need to break the bank- a giftcard to a nice restaurant or store, or maybe a few days off work, either way - if there is a desirable and attainable reward up-for-grabs, your team is likely to work harder, better, and smarter for it.
Arcade offers both incentives AND recognition, as well as so many other valuable benefits - book a demo to see for yourself!