Behavior Driven Manager

1. Retail Store Manager
Christopher Edmunds

2. Office Depot
Store Manager
• Manage four managers with 50 employees leading to 6 mil/yr
• Each manager was responsible for their own department’s people and
results (Monthly Business Reviews).
• Managed on a 90-day calendar
• Coach and developed managers to manage with a business owner
mentality, via daily communication, follow up, and accountability.
• Managed conversion via mystery shops, customer feedback, and daily
best practices.
• Identified the leaders within the associates and challenge them to become
better..
• Utilized company tools to develop behavior and best practices.
• Proactive to company goals

3. RadioShack
District Sales Manager
• Idea – Plan
• Increased Y.O.Y by 20%; adjusted throughout year.
• Ranked store’s from best to worst in each metrics.
• Identified the area’s of opportunity.
• Influential – People
• Coaching to Self Discovery
• Met with each manager to identify their areas of opportunity, made
suggestions, went through on the spot coaching, and follow up.
• Identified motivation and linked to Company Values.
• (a.) Money (Commissions) (b.) Opportunity (c.) Recognition (d.) TEAM
• Held Managers Training Session. Focused on areas of opportunity.
• Company Directive - Action
• Averaged 100 boxes over 6 months per wireless carrier.
• T-Mobile Averaged 21 PSA.
• Challenged them to always strike to exceed company’s expectation.
• Frontline – Execution
• Results/Follow Up/Revisit Plan

4. InkStop
District Sales Manager
• Installed Company Training Program
• Developed sales driven behaviors through coaching the Five Step
Selling Process.
• Bi-Weekly Orientation.
• Weekly Checklist.
• Weekly SM Coaching Session.
• Spearheaded Business to Business Program
• Coached/Mentored on being influential.
• Building the one on one relationship.
• Create the culture of not buying just from the company, but the
individual.
• Business contracts with local small-mid businesses.
• Researching company’s necessities
• Cold Calling
• Setting up appointments
• Created presentations
• Closed Sale

5. People Development
Investing
 Building the rapport with the associate.
 One on One Weekly Coaching Sessions.
 Allow the associate to identify their strengths.
 Allow the associate to identify their opportunities.
 Make suggestions; lead them to the answer.
 Side by side selling.
 Role-play/Conversation/Suggest.
 Observe associate interact with the customer.
 Make on the spot coaching points.
 Lead by example.
 Follow Up.
Plan/Challenge/Praise.
 Set realistic expectations, set the reach expectations.
 Raise the bar when expectations met.
 Praise, then start the process again.