This past Saturday was the last business day of the month and that morning we found ourselves slightly behind goal. We needed a kick-butt day to reach achieve bonus. Adding to the challenge, we only had 6 stylists in, and our esthetician was on vacation. To meet goal, they had to sell $450 more than was on the book so far.
This was a defining moment for our team. They could take the attitude that we can't control whether we meet goal, or they could decide to take action to make it happen. They decided to make it happen.
They initiated a contest for retail sales and upselling - one point each -whoever has the most points at the end of the day gets $25. Then they made it happen. They called clients who had been on a waiting list in the past week and got the massage therapists booked up. They made product recommendations and offered additional services at a discount. By the end of the day they had smashed the goal by $330.
More importantly, they proved to themselves that they have control over whether we meet goal or not. You can sit around and wait for the phone to ring or you can attack it.
...I need to go and write some bonus checks!