As fitness managers of personal trainers, one of the most important daily tasks we have is seeing our sales numbers. We all have financial budgets and goals to hit, but that is not the only number to review on a regular basis.
Number of sessions sold — begin tracking this number the moment a trainer starts. You want to denote whether or not they are selling large, medium or small packages. This will tell you how the trainer presents a sale and long-term results training.
Dollar amount per session — if trainers only sell larger packages due to discount or sell more sessions when there is a sale, they do not value the dollar amount they charge for training. Those trainers that sell larger packages and are consistent with this number believe in what they are selling.
Fluctuations in sales — if a trainer has a great month, and then a poor month, the trainer is not bringing in new business consistently. What you would prefer is a nice and steady increase every month in sales. If trainers blow their numbers out of the water and then decline, that usually means they had all their existing clients buy packages that month, or they sold new sessions. You just need to make sure they are providing the service along with those sales, to keep the clients coming back for more.
Month over month and year over year sales — tracking this is important to evaluate client retention and acquisition. If someone takes time off for personal reasons make sure you note this when evaluating trainer performance.
By having solid concrete information you can accurately assess trainer performance.
Vic Spatola is the Director of Personal Training for Greenwood Athletic and Tennis Club in Greenwood Village, Colorado, a suburb of Denver. Contact him at vics@greenwoodatc.com.
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Rachel Zabonick-Chonko is the editor-in-chief of Club Solutions Magazine. She can be reached at rachel@peakemedia.com.
