Training Tactics

by Valerie Manso

D.R.I.V.E. To Success

Success is the goal, and D.R.I.V.E. is the way to achieve it. Try these surefire methods to tune up your business practices.

D: DIRECTION: Set your business practice direction.

R: RESPONSIBILITY: Control the controllable.

I: IMAGE: Show your best.

V: VALUE: Increase your value.

E: EVALUATE: Measure and monitor progress.

Here�s a look at how following each of these will help get you where you want to go.

DIRECTION

You are in the driver�s seat. Select your direction by setting business and personal goals. Those goals must, however, be SMART�that is, specific, measurable, attainable, realistic, and time oriented.

One example of a SMART goal could be increasing multiple pair sales by 25 percent within the next month. Here are steps to achieve it:

� Research current percentages.

� Develop scripts for presenting multiple-pair options for three days.

� Role-play within five days.

� Present to every customer.

� Monitor results for a month.

RESPONSIBILITY

In your role as the driver, you are responsible for controlling all aspects of your success. These include:

� Customer satisfaction. Is each customer delighted?

� Multiple sales. Rarely will one option provide a complete solution.

� Present the �best.� Do not

prejudge potential customers.

� Job satisfaction. If you�re not happy, change your attitude or job.

� Product knowledge base. You must be the expert.

IMAGE

What is your customer�s perception? To find out: 

� Take the �front door�

challenge. Enter your business as a customer. Based on what you see, hear, and smell, would you trust your eyes to this business?

� Look at yourself. Do you

present a professional, approachable image? Are you well groomed?

VALUE

What value do you bring to each customer? The answer should be: technical, fashion, and product knowledge. Ask yourself:

� Do you acquire business-related knowledge on an ongoing basis?

� Do you share that knowledge with customers?

EVALUATE

That which is measured and monitored gets done. Do you formally evaluate your performance? Even if the business has no measurements, track your results by:

� Average sales.

� Percentage of multiple pairs, progressives, premium lenses, etc.

Applying these suggestions will D.R.I.V.E. you to success.

Valerie Manso is president of Manso Management Resources, Inc. E-mail her at valmanso@aol.com.