Great sales managers know that success starts with the right people and a culture of high performance. In Part 1 of this two-part series, we’ll dive into the essential strategies for training, and motivating top sales talent. We’ll also explore how to track and enhance performance through coaching, accountability, and key sales metrics.

By the end of this 60-minute session, you’ll have actionable techniques to develop a motivated and results-driven sales team, setting the foundation for sustainable growth in your home furnishings store.

Retailing experts from Johnny Janosik Furniture, HomeByMe, Hoot Judkins Furniture, and Wondersign discuss how eCommerce can strengthen your brick-and-mortar business, improve customer convenience, and boost sales.

Experts from Morris Furniture Co. and Howard Lorton Galleries alongside Etymon Group’s HR strategist reveal proven methods to recruit, engage, and retain high-performing sales associates in today’s competitive market.

The Home Furnishings Association’s Resource Center is located in showroom B1050. Visit exhibitors who are retail experts ready to help grow your business with advice and market specials on products and services. Network with peers over coffee and food, and enjoy a variety of seminars that cover the most important aspects of being a competitive retailer in today’s market.

What is Retailer of the Year?
Presented by the Home Furnishings Association, Retailer of the Year is an annual recognition award for the home furnishings industry’s highest achievers. Nominated by the industry and judged by a panel of industry leaders, industry media, retired professionals, and past winners, Retailer of the Year honors winners in several distinct categories: Retailer of the Year, Trailblazer, Emerging Star, Partner, and Manufacturer of the Year.

What are the Pillar Awards?
Presented by the Home Furnishings Association, the Pillar Awards celebrate the home furnishings industry’s highest achievers each year. Nominees are submitted by peers across the industry and evaluated by a panel of respected leaders, media representatives, retired professionals, and past winners. The awards honor excellence in four distinct categories: Retailer of the Year, Trailblazer of the Year, Emerging Star of the Year, and Partner of the Year.

MEMBER-ONLY DISCUSSION: Sales Management

Connect with fellow HFA member retailers to exchange insights, challenges, and successes in navigating family business dynamics.

Topics of discussion can include:

• How are you attracting and recruiting top sales talent in a competitive labor market?

• What compensation models are working — straight commission, base plus commission, salary, or hybrid?

• What KPIs are you holding your sales team accountable to beyond just revenue?

• How has the customer’s path to purchase changed, and how have you adapted your floor selling approach?

• What separates a good sales manager from a great one in your experience?

MEMBER-ONLY DISCUSSION: Digital Marketing

Connect with fellow HFA member retailers to exchange insights, challenges, and successes in navigating family business dynamics.

Topics of discussion can include:

• Identifying which digital marketing channels generate the highest-quality traffic and conversions

• Balancing proven digital tactics (email, search, social) with emerging platforms, tools, and trends

• Developing clear strategies for content, messaging, and brand storytelling across digital channels

• Knowing when and how to refresh websites, campaigns, and creative to maintain performance and relevance

• Aligning digital marketing efforts across teams—marketing, sales, e-commerce, and customer service

MEMBER-ONLY DISCUSSION: Merchandising

Connect with fellow HFA member retailers to exchange insights, challenges, and successes in navigating family business dynamics.

Topics of discussion can include:

• How to design showroom layouts that guide shoppers and increase conversion
• Balancing proven merchandising practices with emerging trends and technologies
• Setting clear strategies for product placement, display standards, and brand storytelling
• Knowing when and how to refresh your sales floor for maximum impact
• Managing merchandising alignment across teams—buyers, sales staff, and visual merchandisers

MEMBER-ONLY DISCUSSION: Customer Experience

Connect with fellow HFA member retailers to exchange insights, challenges, and successes in navigating family business dynamics.

Topics of discussion can include:

• What truly differentiates a memorable showroom experience
• How customer expectations have changed post-pandemic
• Store layout, merchandising, lighting, and sensory elements that impact CX
• Training approaches that improve customer trust and confidence
• How delivery experience impacts overall brand perception
• Follow-up practices that feel helpful, not intrusive