Team training: structured roleplays and shadowing

## Team training: structured roleplays and shadowing

In 2016, I hired a new seller for our showroom in Goiânia. She had experience in clothing retail, was warm, spoke well. In her first month, her conversion rate was at 18%. The veteran sellers were at 42%. It was not a lack of talent — it was a lack of **transmitted method**. I knew everything that needed to be taught, but I was teaching it wrong: I gave a two-hour lecture, listed the steps on the board, told her to watch a sale from afar, and asked "got it?". She said yes. She had not gotten anything.