THE RETAIL MANAGEMENT QUIZ
developed by Richard
Fenton & Andrea Waltz
In our seminars, we often talk about all the things a
manager has to do with their people to be effective.
Things like coaching, communication and motivation are
topics that most store managers are continuously working
to improve upon.
To help you see where you fall in
regards to your current management ability when it comes
to training, developing people, coaching, and building a
team, we've developed the following quiz. Use the scale
below and mark your number in front of each statement.
Then add up your score and check your results.
5 = Always
4 = Often
3 = Sometimes
1 = Never
_____ 1. I model the sales and service behaviors that
I expect from my associates.
_____ 2. When others are better at a skill than I am,
I let them teach the rest of the group.
_____ 3. I know what motivates each person on my
_____ 4. When I hire someone, they are clear on what
the expectations are for the job.
_____ 5. I am good at planning and organizing my day
to lead the team.
_____ 6. I follow up when I say I will and have
developed trust with my store associates.
_____ 7. I delegate responsibility to others for
their own development.
_____ 8. I make sure that my associates have the
training and tools they need to get the job done.
_____ 9. When I see a performance problem developing
I act quickly and confront the performer to redirect
_____ 10. I spend time recruiting to be continuously
upgrading my store's team.
_____ 11. I share store and company goals with my
team so they know what we trying to achieve.
_____ 12. I spend time each day coaching associates
in specific behaviors.
_____ 13. I create a positive, energetic and
team-oriented environment within my store.
_____ 14. I praise associates in public and criticize
_____ 15. My associates appear content and genuinely
seen to enjoy working for me.
_____ 16. I challenge my associates to face their
fears and reward them for trying.
_____ 17. I take time to watch sales interactions and
offer positive / negative feedback to the associate.
_____ 18. I work to develop others for future
_____ 19. If asked, any associate in my store would
know their personal goals and the minimum standards for
_____ 20. I see opportunities or setbacks as exciting
challenges and encourage my team to do the same.
Find your score range below for an analysis of your
score. These results are by no means "scientific" but
only give you an idea where you may be in your personal
If you're still a store manager after getting this
score, it's time for a promotion! Or it's time
reevaluate and get another perspective. Have a co-worker
answer these exact questions about you! If the score is
still above 90 then consider faxing the quiz to your DM
to get well-deserved praise… you are an exceptionally
Congratulations, you're in an elite category here.
You are doing exceedingly well and understand how to
train, develop, and motivate your store team. You
probably enjoy your job and have a store that runs like
a well-oiled machine. Enjoy it and prepare for a
promotion to a higher volume or more prestigious store.
Talent like yours can't stay hidden forever.
To get in this category, you're probably doing most
everything found on the quiz at least sometimes and a
few things often…good job. But what this also means is
that you know what works and what you have to do to have
superior performance in your store…now just start doing
more of it! Retake the quiz (without cheating) 4 weeks
from now to reevaluate how you've improved. You've got
what it takes!
If you fell in this category you're either average in
almost every category or you're doing well at some
things and really faltering in others. Go back through
the quiz and look for the all the questions when you
answered a "2" or a "1." Look for the "action words"
(i.e. coach, motivate, goal setting) associated with the
question and that will help you determine the areas
where you need the most improvement. And if you don't
have it yet, get a copy of "Unlocking the Secrets of
If your score has fallen in this category, then
you're rarely doing most of what was asked on the quiz.
It may be time for a heart-to-heart with your supervisor
because you need some direction and guidance. You can
also get help from other managers and check out the
library for some good books on management. Your
long-term success as a manager will depend on your
taking initiative to improve.
Score: 39 and below:
If you scored below a 39 it's clear you aren't
focused on the people around you. To succeed in retail,
it's all about people - your customers and associates.
If you really want to continue as a manager, consider a
management or leadership class on the side as soon as
possible. Only you know if you're "cut out" for this!