Club Sales Analysis

SKILL

C : APPT RATIO

SHOW RATIO

APPT CLOSE RATIO

WI CLOSE RATIO

TOTAL CLOSE RATIO

POS REFFS AVG

BUNDLE %

WAIVED ADMIN %

NO COMM %

STAFFING

MC'S VS BUDGET

MC'S > 6 MONTHS

NOTES

Audit

General

Tidiness of exercising areas

Tidiness of members lounge

Tidiness of Change Rooms (Male and Female)

Tidiness of Reception

Tidiness of Staff Room and other offices

Reception handling Walk In's Correctly (mystery shop)

Reception handling Phone In's correctly (mystery shop)

All staff dressed in correct uniform

All marketing/signage in the club reflects current campaign

Guest register completed in full detail

Comments / Action points

Sales Office - The Basics

Tidiness / Cleanliness

MC phone in enquiry

Every MC has a fully functioning Gymsales Daily Plan

All MC's have Personal Goal Setting completed (documented)

All MC's have Sales tracking chart completed for current month

Club BPC completed and updated

Team Training 2 x week and recorded in training form

All MC Sales Goals are Realistic and Attainable

Whiteboard set up and operating as per expectations

Comments / Action points

MC 1on1 Meetings

Meeting deliver in first 30 minutes of MC's shift

10MM Google Form used with MC

Review yesterday's performance

Praise / Reprimand - yesterday's performance

Inspect Presentations and Sales from yesterday

Inspect presentations

Inspect No Shows and Reschedules from yesterday

Inspect leads generated yesterday (quality and quantity)

Inspect MC's DAP and Target Plan for today

DAP completed correctly and achievable

Inspect quantity and quality of Appointments set for today

Inspect planned lead generation activity today - sufficient?

Bright Idea for Today / Moment of Magic

Focuses completed / are relevant and outcome specific

Comments / Action points

MC Productivity

10 Minute Meetings being completed as required

Minimum of 2 follow up meetings being completed daily

MC's achieving MPC consistently

MC's achieving GPC consistently

Service Calls happening consistenly (as required)

Every MC walking into required BP's consistently

Every MC achieving daily new lead goal consistently

Comments / Action points

Completion of PFP's

Tablets used for sales presentation

PFP's being fully completed (random inspection of 10 PFP's through JOB)

Evidence of thorough Needs Analysis

Evidence of thorough Price Presentation

Evidence of thorough rapport building

Evidence of timeline completed with anchor points

Comments / Action points

Gymsales

MC's understand gymsales reporting

MC's loading all new leads into the system daily

MCs clearing overdue calendar tasks

Evidence of thourough Lead Generation

MTD sales in system reflect club performance

MTD Appointments reflecting on Gymsales Reporting accurately

MTD Presentations reflecting on Gymsales Reporting accurately

MTD Presentations reflecting on Gymsales Reporting accurately

Effective use of SMS feature

Active leads generated in the last 2 weeks have sufficient contact /contact attempt activity

Uncontacted leads spreadsheet updated weekly

Comments / Action points

Lead Generation Planning

Assess current Monthly LG Planner

Club Tracking MTD v LG Goal

MC Weekly LG Plans in place

HOD Lead Gen Support

Comments / Action points

Notes

Observation

Team Meeting

ACGM/CGM has analysed yesterdays performance / activity

ACGM/CGM has planned meeting prior (including focuses)

Yesterday's results

Praise / Reprimand delivered effectively

MTD Sales and Bundles%

MTD Arena sales vs budget %

Waived Admin & NC%

Today's goals

MC individual goals

Focus on individual BP's required for today and tomorrow

Today's focuses

Meeting started and finished at the correct time

All MC's focused on ACGM/CGM for the duration of the meeting

Comments / Action points

Appointment Drive

Individual and team goals are set prior to commencing

Clear start and finish time

MC goals >2 appts each

Using whiteboard effectively as a visual tool

Walking the floor and providing feedback / adding value

Controlling interuptions / keeping MC's focused

Fun Factor / Motivators used effectively

Achieved desired outcome - team appointment goal

Comments / Action points

Team Training

Recap on last weeks training

Reference goals and actuals using sales training sign off

Clear training topic with reason why we are training

SMART goals set at end of meeting

Signed off on Sales training folder

Role plays in action

Fun factor/ different location, out of MC office

Comments / Action points

Notes

Action Points

Action Points/ Feedback

1.

Completion date
Sign when complete

2.

Completion date
Sign when complete

3.

Completion date
Sign when complete

Signatures

Club name

Date of visit

Club General Manager

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Assistant Club General Manager

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Regional Sales Specialist

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