Course background: In the development of chain enterprises, the decisive factor of professional talents is becoming more and more important, and supervision is an important part of it, which is the key link between the company and the terminal, they affect the improvement of terminal performance, and also affect the culture and atmosphere of the store; They affect the execution of the company's decision-making and also affect the building of the brand, but there are many problems in the company's supervision team building and management
Supervision and mobility are large, and excellent talents cannot be retained;
The terminal does not recognize the supervision, and the supervision is not effective;
The supervisor has no scientific working methods, and is busy, blind and confused every day;
The supervisor has become a firefighting team, positioning himself in sales, and will not manage the team, train and teach terminal employees;
Supervise their own ability, but do not know how to lead the store and train store employees;
The performance of the store under its jurisdiction cannot be improved, the supervisor is powerless, and he does not know how to help the store;
Their own ability is limited, unable to guide and improve the business ability of the store, and has no right to speak;
The store complains that the goal is too high to be achieved, and will not use the goal to motivate and manage the store;
Backward management methods, lack of effective tools, and ...... of managing and analyzing sales data
"Coaching Supervision Training Camp" is a special course tailored for the middle-level management supervision of retail enterprises to improve the comprehensive ability, combined with the supervision of the work scene to introduce coaching tools, to help the supervisor improve sales ability, communication ability, execution ability, management ability, training ability, market sensitivity, data sensitivity, project integration ability, program planning ability, etc., to cultivate excellent supervisors who can take charge of themselves.
Course Highlights:
Learn and practice at the same time, and educate and have fun.
Team co-creation, brainstorming.
Process combing, easy to convert.
Landing tool, simple and practical.
Course Benefits:
Establish confidence - establish a correct supervision mentality, find out the problems of supervision and management, and improve the ability to supervise and inspect store inspections, such as information collection, problem handling, follow-up follow-up, communication and coordination;
Change the way of thinking - combined with the current situation of supervision and management of the chain industry, build a store profit model in the new retail era, and master the methods and methods for continuous improvement of store performance in the new environment;
Build a system - establish standardized store inspection steps, master the efficient standard evaluation method of stores, create an automatic and spontaneous store management system, and provide a comprehensive solution for high-performance store system sales;
Use tools - obtain a series of management tools that can be implemented and quickly replicated, such as store diagnosis, data analysis, training process, tracking, and assessment mechanism.
Course Audience:Steering.
Course Duration:3 days, 6 hours a day.
Course Method:Teaching + ** appreciation + scenario simulation + case study + student sharing + landing tools + brainstorming + program production.
Course Highlights:
Course outline
Lecture 1: Role Cognition of Coaching Supervisors
1.Problems and confusion in the work of supervision.
2.Why are supervisors always busy, blind, and confused?
3.Why did the supervisor become a fire brigade?
4.Why is supervision always thankless?
5.4 reasons why terminal employees are dissatisfied with supervision.
6.Analysis of the four different management styles and advantages and disadvantages of supervision.
7.The origin and value of "coaching".
8.Working Principles of Coaching Supervisors.
9.The professional mindset that supervisors must have.
10.The eight roles of the supervisor.
Lecture 2: The competency model of supervision and the positioning of the six
1.The core competencies that supervisors must have.
2.Supervise the competency balance wheel.
3.Supervisory competency model.
Supervise the six who are positioned
1) Who I am – self-positioning.
2) For whom - value embodiment.
3) Who is needed - resource integration.
4) Delightful Whomever – Communicate Effectively.
5) Surpass Whom – Short-term goals.
6) Who to be – vision planning.
5.The value of supervision is to find problems and solve them.
6.The second value of supervision is to build the combat effectiveness and cohesion of the team.
Coaching Tools:Supervise the competency balance wheel.
Coaching Tools:Supervise the six who locates the table.
Landing Tools:Supervisory competency model.
Lecture 3: Coaching and Supervising Effective Communication Skills
1. The importance and skills of supervising effective communication
1.Supervision is in an important position in the company.
2.Oversee the pivotal influence of effective communication.
3.Tear down the four walls of humanity that hinder communication.
4.Supervise the five types of communication and effective communication skills.
5.Supervise departmental walls and effective communication skills for cross-departmental communication.
6.Supervise the principles and efficient communication skills of communication with franchisees.
7.Supervise effective communication skills with store staff in daily management.
2. Coaching and Efficient Communication – Building Trust
1.Three ** treasures that make each other relax.
2.Positioning skills in communication.
3.Language softeners in communication.
4.Retellings and playbacks: Make the other person feel valued.
5.Relaxed verbal language helps store managers build trust.
3. Coaching supervisors and efficient communication - in-depth listening
1.Pay attention to each other.
2.Listen deeply, retell and play back at the right time.
3.Listen carefully and don't rush to give judgments and suggestions.
4.The "3F" listening skills of a coach-type store manager.
5.Ten Practical Listening Methods and Techniques.
Fourth, coaching supervisors and efficient communication - powerful questions
1.Open-ended questioning skills.
2.How to type questioning skills.
3.Future-oriented questioning skills.
4.Goal-oriented questioning techniques.
5.The "negative to positive" technique of coaching effective communication.
5. Coaching supervision and efficient communication - effective feedback
1.3R feedback skills for effective communication.
2.Positive communication stimulates the motivation and potential of employees.
2.The Four Principles of Positive Communication and Communication Skills.
3.Developmental communication helps employees see reality and find direction.
2.Three Principles of Developmental Communication and Communication Skills.
Coaching Tools:"3F" listening, "3R" feedback model.
Coaching Tools:Powerful questioning model.
Live Walkthrough:Coached store manager with efficient communication skills.
Lecture 4: Supervise and improve store performance and efficient store inspection
1. Supervision and workflow of new store opening
1.Pre-docking work before opening the store.
2.Supervise the inspection and preparation work before opening after arriving at the store.
3.Supervisory priorities and performance improvement strategies in opening activities.
4.Key points of supervision after the opening event.
5.Supervise the follow-up after departure.
Landing Tools:Oversee the new store opening workflow.
Second, the daily problem store inspection process
Before the tour of the store
1) Data analysis, preliminary diagnosis of store problems
2) Store tour plan and itinerary.
3) The last time the store was inspected.
4) Preparation of training materials.
Touring the store
1) Understand the competitors and business circles.
2) Squatting outside the store for inspection.
3) Observe the status of employees.
4) Inspect the store.
5) Review the achievement of sales targets.
6) Problem diagnosis and analysis.
7) Store manager staff communication.
8) On-site tutoring and teaching.
9) Formulate performance improvement and improvement plans.
After the shop tour
1) Complete the store inspection report.
2) Problem feedback.
3) Follow-up and continuous improvement.
Landing Tools:Supervise the daily work process of store visits.
Landing Tools:Supervise the daily inspection checklist.
Landing Tools:Supervise the landing follow-up task list after the store inspection.
3. Supervise the activities of the store
1.Pre-docking work before the event is launched.
2.Pre-event training and mobilization after arrival.
3.Support and promotion in the event.
4.Key points of supervision after the opening event.
5.Supervise the follow-up after departure.
Outputs:"Mind Map of the Process of Supervising Store Inspections".
Lecture 5: Coaching Supervision Training and Staff Coaching
1. Supervise on-site teaching skills
1.Vision planning motivates employees.
2.The core of employee training: knowledge and willingness.
3.The main points of knowledge are refined, summarized and summarized.
4.The sales case is vividly explained.
5.The intonation of the voice can be noticeable.
6.Sales and service words are extracted and refined.
7.The art of communication in field teaching.
8.Supervise the process and skills of teaching.
9.Implement the plan and follow up after the training.
Landing Tools:"Five-step method of supervising on-site teaching".
Landing Tools:"Follow-up Form for Landing Implementation after Training".
2. Supervise the organization and teaching skills of regional training
1.Analysis of relevant factors influencing training effectiveness.
2.Process and overall planning of regional training.
3.Organization and preparation before the training.
4.Pre-training curriculum development and drills.
5.Atmosphere creation and content presentation in training.
6.Commonly used forms of supervision training and teaching techniques.
7.Post-training assessment and follow-up.
8.Training review.
Landing Tools:Training Organization Process
Landing Tools:Pre-Training Course Survey Form
Landing Tools:Post-Training Course Feedback Form
Landing Tools:Training Materials & Skills Toolbox
Lecture 6: Store performance diagnosis and target follow-up
1. Data analysis - an effective basis for performance diagnosis
1.Why is the store manager always busy, blind and confused?
2.Data is the store's codebook – the key to quickly diagnosing store problems.
3.Is it true that there is no one in the store due to poor performance?
4.Analysis of key indicators that affect profitability.
5.Store profit formula: three rates and one price.
6.Store performance analysis map.
7.Five steps to sales data analysis.
8.Store data analysis and improvement strategy.
Landing Tools:"Performance Analysis Mind Map".
2. Objective management - an effective way to improve performance
1.Common misunderstandings of supervision and objective management.
2.Target management PDCA cycles.
3.Objective management process: formulate, decompose, implement, follow up, and achieve.
4.SMART principles for goal setting.
5.The 5w1h principle of store manager goal decomposition.
6.Monthly target coefficient decomposition method.
7.Break down the objectives into related sub-goals.
8.The sub-goal is set in four dimensions: performance, goods, services, and customers.
9.Goal implementation and action plan: from numbers to sales actions.
10.Supervise before, during, and after target tracking skills.
11.Goal follow-up and incentive mechanism design.
12.PK inspires employees.
13.The Golden Triangle of Objective Management.
14.Regular Meeting: Booster for goal achievement.
Landing Tools:Target decomposition 5w2h model.
Landing Tools:Goal management rush list.
Landing Tools:Follow-up form for target implementation.
Lecture 7: Store Marketing Campaign Design
1.A canvas to master the logic and method of marketing plan design.
2.Store customer group analysis and customer portrait.
3.Campaign Purpose & Theme Design.
4.Goal setting and segmentation of activities.
5.Drainage plan and bait design during the activity.
6.Referral and fission program design in the event.
7.Customer transaction and conversion path design in the event.
8.Design of long-term customer retention programs for customer retention during activities.
9.Commodity mix strategies to increase campaign margins.
10.Marketing and publicity channels and time planning.
11.Employee appraisal and incentive mechanism.
12.Calculated with input-output profit.
13.Complete activity plan combing.
Landing Tools:Campaign Design Canvas
Coaching Tools:Goal: Develop a Disney strategy.
Outputs:"Store Performance Blasting Activity Plan".