Step 03
Put It into Practice
Your team takes the training into everyday conversations with guests. Your leaders coach in the moment, reinforce selling through education, and hold people accountable for applying what they’ve learned.
Knowing the process and consistently executing it are two different things. This stage focuses on what happens after the training call ends and the employee is back on the floor working with real guests.
Expectations become visible and measurable. Employee scorecards build by experience level, beginning with the foundational activities a new Puppy Counselor needs to develop and progressing into conversion, reservations, average retail, add-ons, call activity, and other performance measures as their skills grow.
Daily tracking gives leaders another layer of visibility into what is actually happening — including sales activity, check-ins, presentations, calls, training participation, and other behaviors tied to the process.
That gives managers something much more useful than simply telling someone to “do better.” They can identify the behavior that needs attention, coach it, rehearse it, and follow up to see whether it changed..
What Gets Reinforced
- Daily execution of the sales process
- Beginner, Intermediate & Advanced employee scorecards
- Individual activity and performance tracking
- Role-play and rehearsal
- Sales-process evaluations
- Manager coaching and verification
- Accountability to clearly defined expectations