If you’re not sure how to introduce targets to your team at your salon, spa or clinic, we’ve got some tips to ensure they’re a success!
This short guide covers everything you need to know about introducing targets to your team in a way that inspires and encourages them to do the best work they can, rather than feel pressured or discouraged. It also covers how to track the progress of your team, and the best ways to reward their success.
How to effectively introduce targets to your team
It’s important to be thoughtful about the way you introduce targets to your team. It can ultimately determine how your team feels about targets, and the success of targets in your business.
Targets should inspire your team and be attainable, otherwise targets that are set too high can make staff feel stressed and out of their depth.
Here are our five top tips for introducing retail targets to your team:
1. Communicate your ‘why’
As a leader, it’s your role to explain to your team why you’re introducing targets, how they’ll work and to get the team excited about them!
2. Pick your timing carefully
Introduce targets when your team is in a good place and ensure they’re likely to hit their targets. It’ll ensure they feel positive about them.
3. Upskill your staff
It’s important to nurture, train and encourage your team not only so they can grow in skill and confidence, but so they feel they can reach their targets also.
4. Be realistic
Keep targets achievable and realistic, and break them into manageable pieces to avoid your staff feeling overwhelmed.
5. Consider waterfall targets
The idea here of waterfall targets is to slowly increase the targets of staff members over a period of time to eventually reach the target you actually want them to achieve. This approach is better for staff morale as it reduces the fear of missing targets while they’re gaining the skill of achieving them.
Let your staff know this is what they’re required to achieve, but motivate them with the idea that they also have the opportunity to exceed it – and possibly be further rewarded for it.
How to track your team’s progress
Targets won’t achieve anything if they’re not being monitored and tracked, so it’s important that you understand how you’ll achieve this before introducing targets to your team.
If you and your team can successfully monitor targets it will give your staff a clear understanding of their targets, how they’re tracking towards them and what they need to do in order to achieve them. It will also give you the insight required to be able to support your team to hit their targets.
Choose the right tools to keep track of targets
There are a number of ways to track your targets in order to understand how your team is progressing. The three most popular methods for tracking team sales target progress are listed below.
Option 1. Keep notes
Write your targets on a big sheet of paper or a whiteboard in your break room, and each day add the results of your individual team members. This keeps the targets front of mind and each member of staff can see how they’re progressing and stay accountable.
Option 2. Use a spreadsheet
If you want to keep your target tracking paperless, use a spreadsheet and ask your team to update it at the end of each day. Set up automated calculations in the spreadsheet to calculate totals instantly.
Option 3. Use specialised software
Dedicated salon, spa and clinic software like Kitomba can take the admin out of sales targets for staff. In just a few minutes, you can set targets for a range of key performance indicators (KPIs) for each of your staff members and their progress will be updated automatically based on what your team has sold.
For example: Kitomba Salon and Spa Software enables you and your staff to track target progress in real time using any device.
Once your targets are set up in Kitomba, you can:
- See your sales so far.
- Kitomba shows you how you’re likely to perform based on future bookings.
- View Kitomba’s prediction (using performance history) of your sales to determine if you’ll reach your target.
- If Kitomba sees you won’t hit your target, you’ll receive advice on how much extra per appointment you need in order to reach your goal.
Schedule regular meetings about targets
When analysing the progress of your staff and whether they’re on or off track to achieving their targets it’s important to talk about targets with your team and hold regular meetings, either one-on-one or as a team. This will help to inspire your team and keep them on track for success.
When talking with your staff about targets, consider the following:
- Determine if team or individual meetings are more suitable.
- If a target isn’t achieved, take the time to discuss why it may have happened, and talk through strategies to ensure they achieve it next time.
- If targets are achieved, or over achieved, take the time to congratulate your staff and consider increasing their targets.
Reward achievement for hitting targets
Offering a reward to your staff for achieving their targets increases motivation, drives performance and celebrates their success.
There are a number of ways to reward your team, but the three most popular rewards include:
- Commission: A percentage of their service or retail revenue.
- Bonus: A payment for reaching their target. You could also agree to an additional payment for overachieving targets.
- Prize: A voucher or experience.
When choosing the right reward for your team hitting their targets, there are a few things to consider, including:
- What works best for your business?
- What drives and motivates your staff? Everyone’s different!
- How will you reward individual targets vs team targets?
How to set targets for your salon, spa or clinic
How you introduce targets to your business and team will depend on a lot of factors. Think about the targets of your business as a whole, what motivates your staff, and how you can get your team on-board with targets to drive revenue and inspire your team.
Now that you know how to introduce sales and retail targets to your team, it’s time to set your targets!
For step-by-step information on how to do this, read: How to set targets for your salon.
Editor’s note: This post was originally published on 20 Feb 2018 and has been updated for accuracy and comprehensiveness.