Retail High Street Sales Volume Flattens (Copy)

Now is the time to implement an intensive Sales Training Program, since new research from the Confederation of British Industry (CBI) has just revealed that in the 12 months leading up to April the volume of retail Sales for the high street remained flat.

The CBI study showed that Sales were below average for the season for the second consecutive month, with orders placed on suppliers dipping slightly – although this is forecast to pick up again in the year leading up to May.

The organisation’s prediction for economic growth on a broader spectrum is that momentum will “remain tepid” for 2018, with the economy expanding at a similar pace to that seen in 2017.

Falls in Sales were seen in clothing, non-store, footwear and leather, and the carpets and furniture sub-sectors, but this was offset by growth seen in recreational goods stores, hardware and DIY, and grocers. For May, retailers predict that Sales and orders with suppliers will increase at about an average pace.

“UK Sales have continued to disappoint in April, after falling in March. But expectations for next month are looking a little healthier. It is no secret that UK high streets have endured tough trading conditions in recent months, with some big names closing or cutting back.”

“Much of this reflects ongoing structural changes in the sector as well as the continued squeeze on households’ real incomes. While conditions have improved for households recently – with real wage growth inching into positive territory – we expect further gains in living standards to remain modest. So, the pressure looks set to stay on retailers for the time being,” CBI head of economic intelligence Anna Leach said.

Over time, Sales teams can become quite tired and jaded – so it’s important that you keep them engaged with their work in that they see more successes than failures, so they can handle issues like missed Sales targets and unqualified leads.

As a leader, you need to ensure that you understand your team and have a robust Sales coaching programme in place to ensure that your team members continue to see the successes that they’re used to. That’s where tailored Training can really come into its own, not just for your team but for you as well.

Business Leaders need to have the right tools, insights and analysis at their fingertips to empower their teams and help drive better performance for the good of the business as a whole. It is essential to understand your team’s motivation and know how to encourage positive behaviours, so now is the time to think about undertaking Sales Coaching for yourself.

Benefits of doing this include the development of a Sales team who want to come to work and do well, as well as loyal clients who look to you as a trusted adviser and not just a supplier of certain goods and services. You will also develop sustained return on investment instead of focusing on short-term Sales tactics.