THE HIGH-ENERGY LEADER ON THE SELLING FLOOR
By Alan Miklofsky – November 22, 2025

You can have the best brands, the cleanest shelves, and the prettiest fixtures in town.
If the energy in your store is flat, your numbers will be flat too.

In an independent shoe store, the owner or manager is not just “in charge.” You are the battery. When you walk onto the selling floor, everyone reads you in about three seconds. Your team decides how hard to try, how upbeat to be, and how closely to follow the selling process based on what they see from you.

This article is about owning that reality and using your personal energy, on purpose, to drive better results.

Why your energy is the store’s thermostat

Think about the last time you walked into your own store in a bad mood.

You probably:

1. Walked quickly to the office.
   
   

2. Avoided eye contact.
   
   

3. Gave short answers, or no greeting at all.
   
   

What happened to everyone else?
Staff started whispering. People moved slower. Nobody wanted to ask questions. That is low-energy leadership, and it drags down:

• Sales per hour
  
  

• Add-on items like socks, insoles, and care products
  
  

• Willingness to approach customers and suggest a second pair
  
  

Now flip the picture. When you come out on the floor with a smile, shoulders back, moving with purpose, and saying hello to customers and staff, the “temperature” rises. People feel safe to engage. They try harder. They take more selling risks.

You cannot control traffic, the weather, or the economy. But you can absolutely control the atmosphere inside your four walls.

What high-energy leadership looks like

High energy is not about being loud, fake, or acting like a game show host. It is about being:

1. Visible
   You are seen on the floor, not hiding in the back. Customers and staff can find you.
   
   

2. Engaged
   You are curious about what is happening. You ask, “How are we doing with second pairs today?” or “What are customers asking for this week?”
   
   

3. Encouraging
   You look for what people are doing right and say it out loud. Staff hear, “Nice job with that fit,” or “Great job adding the insoles to that sale.”
   
   

4. Decisive
   You make small decisions quickly. “Let’s shift that new running wall closer to the front.” “Let’s call three customers about their special orders today.”
   
   

High-energy leaders move the day forward. Low-energy leaders watch the day happen to them.

Three daily habits that raise energy in your store

Here are three simple practices that can turn you into the store’s positive battery pack.

1. The entrance check-in
   Every time you walk in, even if you have been in and out all day, do a quick reset before you hit the floor.
   
   

• Take two deep breaths in the parking lot.
  
  

• Decide what you want the mood to be for the next hour.
  
  

• Walk in with your head up and greet whoever you see first.
  
  

A simple, “Good to see you, glad you’re here” to your staff and “Welcome in!” to customers sends a strong signal: today matters.

2. The on-the-floor “energy loop”
   Instead of going straight to your office, make a 5–10 minute loop:
   
   

• Stop by the front door: watch one customer interaction for 30 seconds.
  
  

• Check the fitting area: are staff offering accessories and care?
  
  

• Glance down the aisles: are displays tidy, do tables look shopped but not destroyed?
  
  

During that loop, say something positive at least three times.
Examples:

• “Great save on that size issue.”
  
  

• “Nice job showing the customer both the good, better, and best options.”
  
  

• “That table looks sharp today. Thank you for staying on top of it.”
  
  

3. The end-of-shift boost
   Before each person leaves, give a quick, specific wrap-up.
   
   

• “You had strong add-on numbers today; those socks and insoles made a difference.”
  
  

• “Thanks for staying late to finish that stockroom section. It will help us all tomorrow.”
  
  

When people leave feeling seen and appreciated, they come back with more energy.

Using energy to drive selling behavior

Energy without direction is just noise. Your job is to connect enthusiasm to the behaviors that actually move the numbers:

• Greeting customers quickly and warmly
  
  

• Asking good questions about feet, activities, and problems
  
  

• Bringing out multiple pairs and options
  
  

• Always suggesting at least one accessory or care item
  
  

• Asking, “Would you like a second pair today?”
  
  

High-energy leaders talk about these basics every day. Not in a lecture, but in short, focused bursts:

• “Today, let’s really lean into care products. Everybody try to show one spray or cream with each pair.”
  
  

• “Let’s keep the pace up on the floor. No one should stand behind the counter with arms crossed.”
  
  

You do not need a 45-minute meeting. You need clear, energetic reminders that tie effort to results.

Common energy killers to remove

If you want a high-energy store, you have to attack the things that suck the life out of it. A few big ones:

1. The grumpy leader day
   Everybody has them. The problem is when they become normal. When you know you’re not at your best, say so:
   
   

“I’m a little off today, but that’s on me, not you. Let’s still have a strong day.”

Owning it prevents your mood from becoming a mystery that everyone tries to solve.

2. Public criticism on the floor
   Correcting staff in front of customers destroys energy. Instead:
   
   

• Make a fast save with the customer, if needed.
  
  

• Later, in private, say, “Next time, try this…”
  
  

3. The “too busy for you” owner
   If staff always see you buried in paperwork, they assume the selling floor is not the priority. Block time when you are fully available to customers and staff, and tell your team:
   
   

“From 2 to 4 today, I’m out here with you. Let’s push hard on sales and see what we can do together.”

Try this in your store this week

Here is a simple one-week plan to test high-energy leadership in your store:

Day 1
Walk in, do an entrance check-in, and make your first ten minutes completely about people, not paperwork.

Day 2
Run a five-minute mid-morning “energy huddle” on the floor. Share yesterday’s win (for example, highest socks-per-ticket) and one goal for today.

Day 3
Do a visible energy loop every two hours. Each time, give at least one positive comment and one quick coaching tip.

Day 4
Choose one staff member who is really trying and spotlight them in front of the team: “Maria has been fantastic at offering insoles this week; thank you.”

Day 5
Ask your staff privately, “When I’m on the floor, what helps you the most? What should I do more of?” Listen and adjust.

Run this plan for five straight days and watch the atmosphere change. Then look at the numbers: traffic conversion, average sale, and add-ons. Energy shows up on the P&L.

Closing thought

High-energy leadership is not about personality type. It is about choice. You can choose to walk into your store like you own the problems, or like you own the opportunity.

When you bring focus, pace, and genuine enthusiasm to the selling floor, your staff will rise to match you. Customers will feel the difference. And your store will not just look better. It will perform better.

© 2025 Alan Miklofsky. All rights reserved.
www.alanmiklofsky.com