“...keeping our staff motivated,
trained and focused to sell is a
continual challenge.”
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— 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
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