Pulse May 2018 - Page 29

“...keeping our staff motivated, trained and focused to sell is a continual challenge.” n n n — LUANE MCWHORTER Owner Grand Spa dallas, Texas is a continual challenge,” notes Luane McWhorter, owner of Grand Spa in Dallas, Texas. “All our staff are paid retail commission for everything they sell, but we also incorporate continual sales contests to help excite everyone.” By changing it up between monetary, product and experience-type prizes, McWhorter can keep everyone on staff motivated. One staff member might not be interested in the extra boost to her paycheck, but if the next month’s prize is a gift card to a hot new restaurant in town, that might peak her interest. Andrea Dunham, manager of spa operations at Miraj Hammam Spa by Caudalie Paris located inside the Shangri La Hotel in Toronto, Canada, has also found that different members of her staff are motivated by different things. “The staff member who closes the most sales wins a prize at the end of each month. We always ask our team what type of prizes will motivate them to close these sales—especially the estheti- cians and registered massage therapists.” Another major motivator is opportunity. What constitutes an opportunity can vary from spa to spa but may include education incentives or career advancement. For employees who are looking to advance their careers in the spa industry, it’s important to show them that high retail sales can help them grow and advance within the company. You already know they are a great massage therapist, esthetician, etc., but excelling in sales allows them to show they know the business side of the spa and that they are willing to go above and beyond to help all areas of the business thrive. By helping employees map that out, you’ll motivate their sales numbers through the roof. In this month’s Sound-Off on page 63, Lisa Hills of G20 Spa + Salon in Boston, Massachusetts, noted that she takes a percentage of a staff member’s retail sales and puts it in an educational fund for the employee. It’s such a simple idea that is a win-win for both company and employee. For one, this incentive shows you care about your employees’ futures and career aspirations, but it also benefits the spa by keeping employees at the top of their games. Education is not only a big motivator, but also an important Miraj Hammam Spa by Caudalie Paris boasts luxurious spa facilities and a pared-down retail line that targets preferred guests. May 2018 ■ PULSE 27