Consistency

Anyone can have a good sales day or a good sales month. What general managers are looking for is consistency. We look for numbers to be the same every month, at the high end of the scale. We want each sales person to perform at or near bonus levels month after month after month. What we don’t want is ups and downs. There is nothing more irritating than having a great month, and then a poor month. If everyone on the team understands the expectations, then that’s the beginning of winning every month.

How do you remain consistent?

You simply do all the simple things correctly every day. You make your required appointments, you get your required referrals, and you build a new ambassador every day. You just keep putting new kernels in the popcorn machine. You do your corporate letters, you work outreach in the community. You should have at least 10 things that you do every day, and you never stop doing them. All of these little things need to be recorded on a worksheet and reviewed by your sales manager.

I have a saying that works for us — “a great day is not a great day unless it is followed by a good day.” If you have a 10-sales day and that qualifies as a great day, but the next day you do four sales and that’s a poor day, then you have wiped out the effort of the great day. So you need to know what a good day is. Also, incentivize great days. Anytime we do 20 sales in two days we get lunch, so it’s always fun to create ways that allows for consistency. You have to come up with your own numbers that work for you, but always push for consistency.

Go get ‘em!

Chuck Hall is the executive director at Big Vanilla Athletic Clubs.