“Quota” and “commission” can be two scary words if you’re a newbie to the retail world, but they don’t have to stay that way! Sales quotas and commissioned sales are just two ways you can maximize the experience you have at a retail job and get rewarded for your hard work.
First things first, let’s get some terminology out of the way.
A sales quota is the minimum sales goal for a set amount of time.
Your sales quota could be a monetary goal: “By the end of this week, we’d like you to make $500 worth of sales.” It could also be a product goal: “By the end of this week, we’d like you to have sold 2 coffee machines, 25 boxes of filters, and 3 thermal mugs.” The amount of time for a sales quota can differ, too.
You might be asked to make your quota by the end of one shift, the week, or a fiscal quarter. If you fill your sales quota then there may even be the chance of a reward!
Commission is an incentive you can receive for selling products.
Often, you’ll hear people saying “I work on commission” or something along those lines. This means that salespeople will often be incentivized to makes lots of great sales by getting paid for each sale they make. Commission is often calculated on the basis of a percentage of the goods sold.
Here are 4 tips to help you become a great salesperson and make commission-based work and sales quotas work for you!
1. Educate yourself
To be able to sell products, you’ve got to have some solid knowledge in the bank to impart to customers. Make sure you know the top 3-5 products that your company sells and learn their main selling points. Then, pick a few other products in the store and become the resident expert. The more you know, the more you can sell!
2. Identify your target customers
If you’re working at a clothing store aimed at middle-aged women, then learn everything you possibly can about the lifestyle of a middle-aged woman: jobs, family, fashion. You don’t need to be able to relate, but you do have to be in the know of your target audience to get a better idea of how to make a better sale to them.
3. Give customers space to make their own decisions
Don’t try to push a customer in the direction of a product they don’t really want. You don’t want to turn into a slimy salesperson as that might lose you the sale. If a customer is looking to buy a product that you genuinely believe is wrong for their needs then suggest a different one that you think might suit them better.
Support their decisions in whatever product they choose, though – they understand their needs better than you do.
4. Set your own sales goals
If you’re making sales goals no problem then why not set higher goals for yourself? Each week you could try to improve on your quota by $20 or by selling 3 products you’ve never sold before. Worth a try if you want to impress your manager!
What’s your best sales tip? Share your answer with the TalentEgg audience in the comments below!
Photo credit: Renato Ganoza