Cabin fever is waning. Spring is nearly here. Daylight Savings Time arrives this Sunday. Those things shout that it is time to take inventory- of your staff.
In order to do this you really have to disregard the emotion you have- whether high or low- for the individual evaluation you need to complete in order to weigh who will go and who will stay. Although difficult it’s essential to reorganizing your team.
Many owners become complacent and accept the actions of the staff thy have only replacing positions when employees leave. Yet, if a business is to run on all cylinders with a first place team, the owner should continually be looking at the staff members individual performance, attitude, work habits and sales.
One of the most important facts we frequently forget is to pay close attention to sales of each waiter. That takes more time than just looking at sales of the day or each waiter’s individual nightly sales. In order to analyze performance appropriately, you will need review individual dinner and lunch checks to find out who is the best salesperson on your team.
Keep an eye on the items on the check also. There is a strategy t sales just like anything else. Some waiters know the process and procedure while others are just order takers, go to the table, ask what the customer wants and proceeds to write down the orders.
I don’t want to get too process oriented here but there should be some guidance on the art of up-selling and what combinations you can put together, from your menu, to reach a desired per person goal for income.
You will make some serious inroads with your staff if you bring up the position that they are not only servers, but sales people who make their real money by selling your product.
Amazing as it may seem, I had a waiter who was one asked “how the fish chowder” was. She actually told the customer that “Fish makes her sick. She never eats it.” That isn’t one of the best answers to a question that called for a simple, “wonderful and fresh”, Obviously, as soon as I heard about this incident I had a staff meeting and began to focus on sales more than I had in the past. From that moment on I decided that I would not only teach waiters the art of service but also the art of sales.
And although the sales moniker didn’t always sit well with those who thought of themselves as “foodies” they saw the light when I actually showed them an increase in tips by doing some simple calculations.
Of course, a team player has to offer more than just high sales. I had one waiter who is pretty well known in
During these slower times, it is obvious that some staff will need to be cut to lessor hours, or worse, taken off the schedule completely. When ding so make sure you weigh all of their assets and liabilities and cut accordingly.
Once you have a workable operating level of staff, that’s the time to give the pep speech and focus on sales. Often a smaller team of waiters can sell more than a larger team. And that can only compute to needed revenue. So make sure that you take a complete inventory of not only your staff, but of each of their personalities, and traits weighing the good and the not so good, and when you do that, leave your heart at your office door.