Peter Smith shares what he has learned, sometimes the hard way, in Hiring Squirrels 12 Essential Interview Questions to Uncover Great Retail Sales Talent. He offers sound advice on attracting, interviewing and selecting the best possible salespeople for your retail store.
The book opens with his own personal tale of managing at Tiffany’s, yes, that Tiffany’s. With great bravado, he stepped into an underperforming store with the idea that he knew exactly what to do to turn the store around. You will have to read the book yourself for the rest of the story, but this simply tale was what hooked me into reading the rest of the book. (I will be honest, I do not always read every chapter of the business books I buy.)
The key I took away from this opening chapter is that good retail managers recognize the individuality of the salespeople they employ. Just as all customer are unique people, so are our employees. Successful managers know what characteristics to look for and nurture in potential sales people.