Goodlife Sales Audit

• Document No.

• Audit Title

• Client / Site

• Conducted on

  Date

• Prepared by

• Location

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

General

• Tidiness of exercising areas

  1

  2

  3

  4

• Tidiness of members lounge

  1

  2

  3

  4

• Tidiness of Change Rooms (Male and Female)

  1

  2

  3

  4

• Tidiness of Reception

  1

  2

  3

  4

• Tidiness of Staff Room and other offices

  1

  2

  3

  4

• Reception handling Walk In's Correctly (mystery shop)

  1

  2

  3

  4

• Reception handling Phone In's correctly (mystery shop)

  1

  2

  3

  4

• All staff dressed in correct uniform

  1

  2

  3

  4

• All marketing/signage in the club reflects current campaign

  1

  2

  3

  4

• Guest register completed in full detail

  1

  2

  3

  4

• Comments / Action points

Sales Office - The Basics

• Tidiness / Cleanliness

  1

  2

  3

  4

• MC phone in enquiry

  1

  2

  3

  4

• Every MC has a fully functioning Gymsales Daily Plan

  1

  2

  3

  4

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

  1

  2

  3

  4

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

  1

  2

  3

  4

• Club BPC completed and updated

  1

  2

  3

  4

• Team Training 2 x week and recorded in training form

  1

  2

  3

  4

• All MC Sales Goals are Realistic and Attainable

  1

  2

  3

  4

• Whiteboard set up and operating as per expectations

  1

  2

  3

  4

• Comments / Action points

MC 1on1 Meetings

• Meeting deliver in first 30 minutes of MC's shift

  1

  2

  3

  4

• 10MM Google Form used with MC

  1

  2

  3

  4

• Review yesterday's performance

  1

  2

  3

  4

• Praise / Reprimand - yesterday's performance

  1

  2

  3

  4

• Inspect Presentations and Sales from yesterday

  1

  2

  3

  4

• Inspect presentations

  1

  2

  3

  4

• Inspect No Shows and Reschedules from yesterday

  1

  2

  3

  4

• Inspect leads generated yesterday (quality and quantity)

  1

  2

  3

  4

• Inspect MC's DAP and Target Plan for today

  1

  2

  3

  4

• DAP completed correctly and achievable

  1

  2

  3

  4

• Inspect quantity and quality of Appointments set for today

  1

  2

  3

  4

• Inspect planned lead generation activity today - sufficient?

  1

  2

  3

  4

• Bright Idea for Today / Moment of Magic

  1

  2

  3

  4

• Focuses completed / are relevant and outcome specific

  1

  2

  3

  4

• Comments / Action points

MC Productivity

• 10 Minute Meetings being completed as required

  1

  2

  3

  4

• Minimum of 2 follow up meetings being completed daily

  1

  2

  3

  4

• MC's achieving MPC consistently

  1

  2

  3

  4

• MC's achieving GPC consistently

  1

  2

  3

  4

• Service Calls happening consistenly (as required)

  1

  2

  3

  4

• Every MC walking into required BP's consistently

  1

  2

  3

  4

• Every MC achieving daily new lead goal consistently

  1

  2

  3

  4

• Comments / Action points

Completion of PFP's

• Tablets used for sales presentation

  1

  2

  3

  4

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

  1

  2

  3

  4

• Evidence of thorough Needs Analysis

  1

  2

  3

  4

• Evidence of thorough Price Presentation

  1

  2

  3

  4

• Evidence of thorough rapport building

  1

  2

  3

  4

• Evidence of timeline completed with anchor points

  1

  2

  3

  4

• Comments / Action points

Gymsales

• MC's understand gymsales reporting

  Yes

  No

  N/A

• MC's loading all new leads into the system daily

  1

  2

  3

  4

• MCs clearing overdue calendar tasks

  1

  2

  3

  4

• Evidence of thourough Lead Generation

  1

  2

  3

  4

• MTD sales in system reflect club performance

  1

  2

  3

  4

• MTD Appointments reflecting on Gymsales Reporting accurately

  1

  2

  3

  4

• MTD Presentations reflecting on Gymsales Reporting accurately

  1

  2

  3

  4

• MTD Presentations reflecting on Gymsales Reporting accurately

  1

  2

  3

  4

• Effective use of SMS feature

  1

  2

  3

  4

• Active leads generated in the last 2 weeks have sufficient contact /contact attempt activity<br>

  1

  2

  3

  4

• Uncontacted leads spreadsheet updated weekly

  1

  2

  3

  4

• Comments / Action points

Lead Generation Planning

• Assess current Monthly LG Planner

  1

  2

  3

  4

• Club Tracking MTD v LG Goal

  1

  2

  3

  4

• MC Weekly LG Plans in place

  1

  2

  3

  4

• HOD Lead Gen Support

  1

  2

  3

  4

• Comments / Action points

Notes

Team Meeting

• ACGM/CGM has analysed yesterdays performance / activity

  1

  2

  3

  4

• ACGM/CGM has planned meeting prior (including focuses)

  1

  2

  3

  4

• Yesterday's results

  1

  2

  3

  4

• Praise / Reprimand delivered effectively

  1

  2

  3

  4

• MTD Sales and Bundles%

  1

  2

  3

  4

• MTD Arena sales vs budget %

  1

  2

  3

  4

• Waived Admin & NC%

  1

  2

  3

  4

• Today's goals

  1

  2

  3

  4

• MC individual goals

  1

  2

  3

  4

• Focus on individual BP's required for today and tomorrow

  1

  2

  3

  4

• Today's focuses

  1

  2

  3

  4

• Meeting started and finished at the correct time

  1

  2

  3

  4

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

  1

  2

  3

  4

• Comments / Action points

Appointment Drive

• Individual and team goals are set prior to commencing

  1

  2

  3

  4

• Clear start and finish time

  1

  2

  3

  4

• MC goals >2 appts each

  1

  2

  3

  4

• Using whiteboard effectively as a visual tool

  1

  2

  3

  4

• Walking the floor and providing feedback / adding value

  1

  2

  3

  4

• Controlling interuptions / keeping MC's focused

  1

  2

  3

  4

• Fun Factor / Motivators used effectively

  1

  2

  3

  4

• Achieved desired outcome - team appointment goal

  1

  2

  3

  4

• Comments / Action points

Team Training

• Recap on last weeks training

  Good

  Fair

  Poor

  N/A

• Reference goals and actuals using sales training sign off

  Good

  Fair

  Poor

  N/A

• Clear training topic with reason why we are training

  Good

  Fair

  Poor

  N/A

• SMART goals set at end of meeting

  Good

  Fair

  Poor

  N/A

• Signed off on Sales training folder

  Good

  Fair

  Poor

  N/A

• Role plays in action

  Good

  Fair

  Poor

  N/A

• Fun factor/ different location, out of MC office

  Good

  Fair

  Poor

  N/A

• Comments / Action points

Notes

Action Points/ Feedback

• 1.

• Completion date

  Date

• Sign when complete

  Sign

• 2.

• Completion date

  Date

• Sign when complete

  Sign

• 3.

• Completion date

  Date

• Sign when complete

  Sign

• Club name

• Date of visit

  Date

• Club General Manager

• Add signature

  Sign

• Assistant Club General Manager

• Add signature

  Sign

• Regional Sales Specialist

• Add signature

  Sign