It Pays to Train Your Managers

In the furniture industry, there are several reasons why somebody would be hired or promoted to a manager position. Here are three reasons that I hear quite often:

  • They were very successful at sales and it was the next step
  • They have previous experience managing inside or outside of the industry and they seem to be a good fit
  • This is a family business and it is the next position for your son, daughter or relative

In the end, it doesn’t matter why you hired the folks on your management team. What matters is how well they perform in their role. Just like your salespeople need to be taught how to sell, your managers need be taught how to manage and lead. People are not natural born managers. Too often, we talk with companies that don’t provide the necessary training and support to ensure a manager’s success. This leads to frustration and disappointment as store owners watch managers struggle and fail to perform. The leadership and direction a manager can provide is far too valuable to your organization to let to let this happen. Continue reading “It Pays to Train Your Managers”


Training is an Investment, Not a Cost

In my position at the Furniture Training Company, I talk to furniture retailers all day, every day. Although most of them understand that training is necessary, they simply don’t want to pay for it. They tell me things like:

“It costs too much.”

“We’ve decided to put your training on the back burner.”

“I already know how to sell what we have. I’ll train my salespeople myself.”

It’s likely that half of the people working for you today won’t be working for you next year. It can be difficult to want to invest too much into a person that isn’t that invested in you.

That being said, have you ever wondered why turnover is so high in your store or at your company? If your employees were as successful as they thought they were going to be when you hired them, would they leave at such a high rate? Continue reading “Training is an Investment, Not a Cost”

How to Lead Your Sales Team

Have you ever felt frustrated at the reaction of your staff when you introduced them to a new idea, a new training program, or a new warranty program? Store owners and managers routinely express concern that their stores are on the verge of a mutiny. They feel certain that one or more of the salespeople dictate what actually happens in the store and that they should safely watch from the sidelines. Here’s an easy tip that can help you capitalize on the strengths of your team.


You’ve decided to adopt a new warranty program for your store. You invite the vendor representative to come and explain the program, including its features and benefits and the generous compensation the salespeople will receive for selling the warranties. Continue reading “How to Lead Your Sales Team”