Improvement Begins at the Top

There’s a simple reason why some stores, or even department teams, work better than others: it all begins with leadership. A manager at any level has the ability to lift up or erode confidence.

Not surprisingly, superior managers produce a more loyal team, which in turn drives stronger sales and profits.

The steps toward even minor improvement are clearly outlined in Getting to Great, a study from the Coca‑Cola Retailing Research Council of North America. The report, conceived by a group of retail executives, details the steps managers can take to improve their own performance and better lead their teams. It also outlines the results that can be achieved.

For instance, in stores with high employee loyalty, the staff is far more likely to work toward company goals and better engage with shoppers. Stores with poorly motivated teams do the opposite.

Getting to Great can help managers — at any level — identify their own areas of strength and set a path to improvement. The results can benefit everyone.

Michael Sansolo