Depending on your club’s structure and compensation, this is a great time of year to motivate and coach a trainer to get to the next level. Evaluating trainers can be based on several different criteria. Obviously, you will evaluate them as an employee of the club, but also you need to grade their effectiveness on having an impact on their clients’ lives. Are they getting results with their clients? Do they follow the department’s guidelines and philosophy when designing programs for their clients? Do they have a progressive routine that their clients can follow when they are doing their own workouts? What are the measurable results they have achieved with their clients?
Questions like these are essential in determining if your trainers are truly making advances with their clients. Making these advances is what determines their client retention, referrals and their reputation in your club.
How do you determine these criteria are being met? Use some of these tools:
• Call four clients and ask their opinions of their trainers
• Call three members who did initial appointments with the trainer but had no more purchases
• Ask to see client results
• Collect six-week program templates from trainers for three clients
• Look at the trainer’s retention length of time (how long has the longest person been training with them and when is the last time they got a new client)
• Watch trainers on the floor prior to the evaluation
Compensation should play a part in their review as well.
Stay tuned for more in Part Two!
Vic Spatola is the director of personal training for Greenwood Athletic and Tennis Club in Greenwood Village, Colorado, a suburb of Denver. Spatola offers consulting on personal training business development. For more information, contact him at vics@greenwoodatc.com.
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