We recently connected with George Gerstenberg and have shared our conversation below.

George, looking forward to hearing all of your stories today. What do you think Corporate America gets wrong in your industry? Any stories or anecdotes that illustrate why this matters?

Corporate America (sales organizations) is always looking for advantages and how they can stand out in the crowd of competitors and general noise.

Their most important asset is and always be their Team Members. There is much talk about Team being important, however the investment is clear it is not. Their answer may be right in front of them!

Modern Times calls for Modern Sales Leadership! Driving much-needed top-line revenue, profits and an amazing Customer and Team Member experience has changed in just the last five years!

The large majority of sales organizations are currently using techniques from a decade or two ago. It goes without saying:

The modern workforce has changed
The consumers buying habits have changed
The business landscape has changed

Understanding the economy has challenged cash flow of countless business, and with current cutbacks, the status quo, is catching up with many and find themselves in an space that they are fulfilling a losing destiny.

The cycle needs to be broken and must start soon or more brands will lose.

Preparing now for a successful post current economy sustainability begins with Modern Sales leadership techniques.

George, love having you share your insights with us. Before we ask you more questions, maybe you can take a moment to introduce yourself to our readers who might have missed our earlier conversations?

Going to college, I needed a job that gave me flexibility. Like many, retail sales was the answer. I was good at it and started to learn as much as I could abut business and processes.
I quickly resized I was in the people industry and we happened to help Customers make a buying decision, they were already prepared to make.

I tested countless processes and ideas and started to narrow down consistencies that generated positive results.

The first learning was to understand the communication methods and styles of my unique Team Members. This made a great connection with them and was the foundation of developing trust. Now coaching would stick the first time.

Additionally, discovering their unique motivations and values through a high level of engagement was important to me. Learning who the Team Members are and what makes them tick is vital. From that point I simply pointed them in the direction of their motivations daily. This further drove trust and loyalty. With a side benefit of job advocacy. Now recruiting became easier.

Then tying it all together with a high level of accountability. The Team simply wants the benefits of achieving success.

This truly shows the Team Members you care about their success, when you give the support, and autonomy to ensure their motivations are always in sight at work.

Learning and unlearning are both critical parts of growth – can you share a story of a time when you had to unlearn a lesson?

Enjoying people and merging that with business was natural for me when going to college. Working in various retail industries, I found a niche that suited me. Then I started to seek out businesses to manage that I had a passion for.

Over a short time, I had advanced to management at all the businesses where I worked.
I was trained and told that the Customer is always right, and they are the most important person in the business.

Well over time I realized that was not the case. Un-educated Customer buying decisions increased returns and actually created a negative buying experience. Additionally, this would have a negative effect on the sales teams and brand.

I did my homework and studied retail, building teams, consumer buying habits, Neurolinguistics in sales, leadership techniques, business etc. Analyzed sales metrics and key performance indicators of business and their effect on overall results.

I realized that educating and consulting with consumers was the process to truly satisfy them and increase their lifetime value for return visits. Now, training and coaching a legion of Team Members was in order.

The teams need skills and behavior’s that are sustainable and will truly satisfy each and every client. If a business has countless clients coming and going, and the conversion rate is low, there are countless disappointed Customers that the business will never hear from again.

Increasing Customer Service scores went up significantly with a high level of Team Member communication, engagement and accountability. Along with top-line revenue, profits,and job advocacy.

As a previous Director and scaling the largest and number one specialty retailer in its space in the U.S. the timing is right to give back to engaging sales businesses.

When you have a sales force that is happy and engaged, they will create happy and engaged Customers that keep the business moving well into the future. Now retaining and recruiting top talent just became easier as well.

We can all agree, the world is a much different place than just five years ago. Consumer buying and decision-making habits have changed, the workforce has changed, and the business landscape has changed.

Investing in Team Members is and always will be the start in understanding the Customers sales journey and their satisfaction.

Modern Times Calls for Modern Sales Leadership!

Do you have any insights you can share related to maintaining high team morale?

Learn the unique Communication methods and styles of Team Members. Now coaching will stick the first time.

Discover the unique Motivations and Values of Team Members through a high level of Engagement. This builds trust and respect. Focus on the Team Members motivations and point them in that direction daily through coaching.

Hold Team Members Accountable for the benefits of achieving goals. This truly shows the Team Member that you care about their job satisfaction, eventually job advocacy. This builds loyal teams.

Contact Info:

• Website: ontrackretailcoaching.com
• Instagram: gerstenberg94x
• Facebook: George Gerstenberg
• Linkedln: George Gerstenberg MCPC