The Key to Driving Sales: Empowering Speciality Retail Employees 

Economic shifts and technological advancements are rapidly transforming consumer behavior, influencing spending power and disposable income. One notable trend is the renewed interest in in-store retail experiences, with 54% of shoppers* preferring to purchase clothing at brick-and-mortar stores. But while consumer expectations evolve, are retailers adapting their retail sales strategies to keep up? 

According to the BoF McKinsey 2025 report, a recent study found that 20% of missed sales opportunities at a leading U.S*. retailer were directly related to unengaged retail staff. This highlights a critical need for Specialty Retail employee training and sales strategies to boost sales performance and consistently provide retail customer service excellence. 

Specialty Retail Challenges

Beyond shifting consumer preferences, physical retail stores have transformed into conversion hubs, where a motivated retail staff can drive sales and build customer loyalty.  

However, over 60% of shoppers* report dissatisfaction due to poorly trained or unprepared retail employees. In a crowded retail landscape, a highly engaged retail workforce can be the key differentiator in boosting in-store sales. 

Unengaged speciality Retail Employees  

Customer engagement has a direct impact on retail sales performance; 75% of shoppers* say they are more likely to buy more after receiving exceptional retail customer service. Yet, without Specialty Retail employee training, unengaged retail employees may miss valuable opportunities to cross-sell and upsell. 

Specialty Retailers have invested time and energy to up their digital game, diverting resources and time spent on retail staff training and development and adaptable retail sales strategies. This lack is reflected in inconsistencies in retail customer service resulting in missed sales. 

The Human vs. Non-human Elements of Specialty Retail 

A retail store’s atmosphere is shaped by both human and non-human elements. Non-human factors, like visual merchandising and music, enhance customer satisfaction but don’t necessarily drive sales in retail. 

In contrast, human interactions, such as engaged retail employees that are equipped to offer support such as styling advice, can drive sales and expand basket size with a positive in-store experience.  

Younger, aspirational shoppers are 2x and 1.5x more likely to seek such guidance*, yet poor retail associate interactions, whether at checkout or in fitting rooms, can drop customer satisfaction by a whopping 25 points!* 

Macro Factors Impact on Specialty Retail Workforce 

Macro factors, like the ongoing retail labor shortage, continue to challenge retailers worldwide; 2.5 million more job vacancies* than job seekers remain in the U.S., and 44% of retail employees* plan to leave within six months. In luxury retail, flagship stores face a 20% staff shortage; LVMH plans to hire 22,000 new workers by 2025*, most as sales associates to drive sales in retail. 

Despite retail wage growth outpacing other sectors: 20% in the U.S.* and 9% year-over-year in the U.K.*, workforce turnover remains high. Rising labor costs, including a 10% increase in the U.K.’s national living wage*, are only making it more expensive to retain skilled retail employees. 

Losing a retail employee costs $2,000 to $10,000*; for managerial roles, the expense is even higher. As labor shortages persist, retail employee empowerment and Specialty Retail employee training are essential to sustaining retail sales strategies and ensuring long-term profitability. 

Transform Retail Workforce Challenges into Actionable Strategies 

BoF’s & Mickinsey findings draw a clear picture for Specialty Retailers, confirming what they have long suspected; the path to growth and success begins at the frontlines of the store floor. The recipe to success? Aligning your workforce strategies with real-time demand. Enter StoreForce. 

We work with Specialty Retailers globally to transform Retail workforce challenges into operational strengths. By leveraging real-time visibility and performance-driven tools, we help Specialty Retail brands align labor investments with customer demand, exactly when and where it matters most. 

*McKinsey & Co & Business of Fashion insights (2025), The State of Fashion 2025, Business of Fashion journal, The State of Fashion 2025: Challenges at Every Turn | BoF 

How StoreForce Supports Specialty Retailers Workforce Needs:  

Smart Scheduling for Real-Time Results: Align Retail staffing with peak traffic and sales patterns to drive higher conversions. 

Performance Management: Empower Retail associates live feedback and personalized coaching to course correct in the moment and drive sales. 

Split sell and non-sell hours: Boost speciality Retail workforce productivity by finding ideal balance of your sell vs non-sell times. 

How StoreForce Supports Specialty Retailers Workforce Needs:  

BoF’s data highlights the simple formula, great service drives sales. According to BoF & Mickinsey’s study, Specialty Retailers that have equipped their frontline staff with the necessary tools and support, they are optimized to provide consistent and exceptional Retail service.  

Let’s talk about how StoreForce can help you apply these insights to maximize in-store performance—without the guesswork. 

Ready to chat? Book a 15 minute meeting with us today.