Secrets to scaling your mattress sales empire by building solid employees

In today’s business world, standing out isn’t optional — it’s the difference between snoring profits and tossing and turning with losses. While having the right salespeople is crucial, it’s only the first step. To truly scale your store into a sleep-selling behemoth, you need to cultivate a work culture that breeds champions, not clock-punchers.

Here’s how to transform your mattress haven into a launchpad for sales superstars, even if you’re a single store or part of a smaller chain:

1. Culture craves community. Forget the sterile showroom vibes. Inject your store with an enthusiastic, customer-centric spirit. Organize team outings, celebrate birthdays, and encourage laughter and collaboration. Think of your store as a family, not a factory. Remember, happy employees radiate good vibes that lure in happy customers.

2. Train ’em up, don’t leave ’em stranded. Don’t expect salespeople to magically possess some kind of mattress-whisperer skills. Invest in intensive, in-house training programs that go beyond product knowledge and delve into the art of building trust, understanding customer needs and closing deals with finesse. Remember, you’re not just building salespeople — you’re building brand ambassadors for your store.

3. Pay for prowess, not just presence. A mediocre commission structure breeds mediocrity. Design a compensation plan that rewards top performers handsomely, incentivizing extra effort and dedication. Consider tiered commissions, bonuses for exceeding sales goals and even profit-sharing to keep your team hungry for success.

4. The ladder, not the dead end. Aspiration thrives on opportunity. Build a clear career path for your salespeople, showcasing the potential for promotions, leadership roles and even store ownership. Knowing they can climb the ladder within your company, not just jump ship to bigger chains, keeps your team engaged and motivated to excel.

5. The power of the procedural playbook. Don’t leave success to chance. Craft a comprehensive Standard Operating Procedure manual that outlines every step of the sales journey, from greeting customers with a smile to handling objections with grace. Consistent procedures ensure quality service, boost training effectiveness and pave the way for smooth scaling as you open new stores or expand your online presence.

Here are some key elements to include in your SOP:

  • Greeting: How to warmly welcome customers and establish rapport.
  • Product knowledge: In-depth information on all your mattresses, pillows and bedding accessories.
  • Needs assessment: Techniques for uncovering customer sleep challenges and preferences.
  • Product demonstration: Showcasing mattress features and benefits in an engaging way.
  • Overcoming objections: Scripting for addressing common concerns about price, comfort and warranties.
  • Closing the sale: Different strategies for securing a purchase with confidence and finesse.
  • **Post-Sale ** Ensuring customer satisfaction and building long-term relationships.

Bonus tip: Embrace technology! Invest in sales automation tools, customer relationship management software and online training platforms. These tools can streamline workflows, personalize customer experiences and further empower your team to dominate the mattress sales game.

Building a stellar team is an ongoing process, but the rewards are worth the investment — you can sleep easy knowing you’ve created a mattress store where excellence isn’t just a product, it’s a culture that fosters growth, rewards ambition and propels your store toward sleep-selling superstardom, even if you’re starting small. 

Remember, a team that believes in itself and each other is a team that can conquer any market, one comfy mattress at a time.

Lawrence Heilers

Lawrence Heilers is the owner of Texan Mattress, a fast-growing franchise group of specialty retail mattress stores in Texas with eight franchise locations.

View all posts by Lawrence Heilers →

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