Home' INSTYLE Magazine : INSTYLE SPTOCT 2016 Contents Targets, especially those related to profit sharing, are complex
and customised to each team member. You can't have a one-size-
fits all target; you need to be able to tailor each target to suit each
team member. Most targets are incremental, building on strengths
of your team to grow new skills as they develop.
You might think you can keep track of your various targets,
evaluate them in your head and monitor who's doing what. Or that
you can jot down odd notes on the calendar or in the margins of
your appointment book. Either way, I know better. And don't even
get me started on how you're letting down your business by being
stuck in a time warp using an old school paper appointment book.
A computer spreadsheet will make your task even easier, though
I reckon it starts to look a lot like maths when you have to work with
columns and cell formulas.
Ideally, you can give yourself a technological break. There are
some incredible software programs out there that make measuring
and reaching salon targets a breeze.
If you can set up small targets that are personalised for every single
member of your team (including you), and measure them easily,
you can't help but make a little magic happen. The measuring is
as crucial for your team as it is for you. Imagine each of your team
members having a clear understanding of their current target,
how close they are and what they need to do to achieve it. Their
competitive sides can't help but kick in and they'll stretch themselves
that much further to better themselves or their colleagues.
Get started with the smallest increment and you'll soon be flying.
Once you have a measurement system in place, you can add new
team members, new products and services, new offers.
Hold weekly meetings with each team member to review how
they're going with targets. You've now got the figures you need
to have a meaningful conversation about their performance. You
know what to praise and what might need improvement. Ask them
for feedback on the targets and what they want included. Use their
input to frame challenging, achievable targets that will help them
grow in the areas they need most.
Your clients will love having their hair and beauty needs met with
enthusiasm and creativity and you'll enjoy a pleasing boost in salon
business profits -- that's the kind of magic I'm talking about.
For more salon wisdom, email me at email@example.com, visit my
website, find my video tips on YouTube or read my book e Naked
Salon, an essential guide to time, team and money. And look out
for my soon-to-be released follow-up title: Your Salon Team.
At a recent hair and beauty trade show, I presented
to 15 salon owners. What a fabulous group they were!
They'd flown in from around the country and were
all enthusiastic and ready to learn. Many I'd call
'seasoned' business operators.
I opened by asking a couple of questions to gauge where I
should pitch the learning level. Not one of them could tell me their
salon's average dollar sale for the previous week let alone tell me
who on their team was meeting targets most often. That blows
my mind! I felt for them because they've never been taught. How
would they know how fundamental it is to business success to know
It's easy for hairdressers or beauty consultants -- and most salon
owners were once one or the other -- to say they don't get numbers,
that they're creative and intuitive, rather than savvy about maths.
I'm here to tell you that it's not about maths, it's about money.
Your business is ALL about money because that's what makes your
salon sustainable. Without money you can't rent your premises, pay
your team or order in your product stock. You can't do what you do
without the money, so don't tell me it doesn't matter.
You need to get comfortable with talking about money. To me,
money is like sex -- we're all involved in it at some level, so why the
hell is it so disconcerting to have a conversation about?
If you're in the dark about your salon figures then everyone on
your team is, too. Do you think you can simply set a target, tell your
team about it, then let it sort itself out? Of course, not. A target gives
you and your team a place to aim, an incentive, a motivator and a
potential reward. If you (or they) don't know how close the target is,
how can they possibly give it a good shot? How will you know when
they get there, how fast they got there or the cost-return ratio of the
target unless you measure it along the way?
Management Consultant Peter Drucker once
said, "If you can't measure it, you can't
manage it." I'd argue that many important
aspects of your salon business -- such as
culture, morale and energy -- are manageable,
yet can't readily be nailed down as data in
spreadsheets. But when it comes to salon
targets, Peter Ducker was on the money:
without measurement, they're worthless. eir
potential magic is lost, writes Lisa Conway.
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