Next, let’s discuss sales coaching. Any “perfect store” should be staffed with a team of sales people. Each and every person in the store should have some level of responsibility for sales, be trained in the art and science of selling, and receive continual sales training and motivation. When I mention sales here, I’m really speaking current-day selling – in other words, stuff the shoppers’ baskets with things they want, need, can use, and are happy to purchase. Never push products on people just for the sake of a short-term ticket. It will cost the store in the long run if people are duped into buying items they don’t want and can’t use. The idea here is to create a KPI for sales training, as well as other KPIs for product knowledge training, and monitor those KPIs to ensure ongoing sales training.