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Create a high performing retail sales team


Strategic and data-driven decision making is key to developing a high performing pharmacy’s retail team. Here are some tips on how you can get the most out of data and improve the performance of your team. 


Create a performance benchmark

As part of your overarching strategy to improve your retail sales performance, consider creating a baseline from which you can accurately measure team performance. This can be achieved by reviewing the following on a weekly or monthly basis:

  • Sales achieved by each employee
  • Sales by time of day
  • Sales by day


Minfos provides this data in a report format for you to easily analyse.


Training for performance

The pharmacy retail environment is constantly evolving, so ensure you provide your staff with ongoing training and up-skilling opportunities. This not only helps staff perform at their optimal level, it also helps you retain highly skilled employees. To efficiently train staff, leverage your high performers to teach new staff and those who need some help to improve.


Role-play is great way to deliver training. Consider using a portion of your staff meeting for this activity. Split your team into smaller groups and give everyone a number of scenarios to role-play “What would you do in this situation?”


Effective rostering to optimise opportunity

At the end of each month, it is worth reviewing the previous years’ sales by day and time for the coming month. When you have a clear and accurate picture of the busy periods in your pharmacy, you can roster your staff accordingly. This in turn will help you deliver your best service to customers and drive sales.


Celebrate the wins

Create a culture that promotes success and make your staff feel valued. This could include:

  • Team sales performance shout outs (see below for an example)
  • Monthly best staff performance awards
  • Professional development opportunities for star performers


Use your sales data to drive team performance

  1. Set a sales benchmark to beat. For example, at the end of the month, find the previous year’s sales for the next month and increase it by a defined percentage.
  2. Make it visible. Write the sales target on your staff board.
  3. Treat your staff. When the team achieves the sales target, update the board with the new target and shout them a morning tea or small gift to celebrate the win.


We hope we have provided you with some useful ideas on benchmarking performance and creating a positive work culture to increase productivity and sales in your pharmacy.


Looking to easily analyse staff and pharmacy sales? Minfos software enables you to manage every aspect of your pharmacy – from dispense to retail. Let us show you a demo.


All advice provided is general in nature and is not intended as legal advice.