Why is it important to set monthly targets?
Well imagine playing football with no goals…. how do you know who won the game!
The target is to score a goal and by understanding which way you need to go and who is on the team will ensure the result is more likely to be achieved.
However, how does the striker ensure that ball is on target?
He or She must visualize scoring the goal.
So, each month you and your team need to work towards a target. This needs to be realistic and achievable as setting it too high will demoralise the team when they don’t hit the target. Setting it too low is not a challenge.
If you pay a bonus then work on a “Stretch Target” which if achieved provides a much greater reward, for the Team Member and the club.
Once you have the target in place then break it down into a daily weekly monthly target so it becomes more realistic. Always good to work backwards on this one…. what do I mean?
Well there are between 20 and 30 selling days in a month based on how many days your sales people work.
You will need at least double the number of leads for sales to ensure that you hit the target. If you Enquiry to Sale is less that 50% conversion you will need more leads.
Do you know your conversion ratio’s?
Enquiry to Appointment Industry Average is 60%
Appointment to Tour Industry Average 55%
Tour to Sale Industry Average 64%
Are your conversion ratio’s better than this?
If so then how many leads will you need this month to hit that target?????
Lets assume you have a target of 100 new sales for the month, with a conversion of 60% from Enquiry to Appointment, and a ratio of 70% for Tour to Sale you will need at least 230+ enquiries to ensure that you get the goal Then divide this over the number of selling days. This will tell you how many enquiries, appointments, tours and sales that you will need every day to achieve the desired result.
Alternatively, you can plug these targets into GymSales and it will work it out for you.
Then you can set your daily/weekly KPI’s so your team know exactly what they need to do each day and each week.
Those clubs that do not work to a daily, weekly or monthly target miss out on so much,
- No celebration when you hit the mark
- No praise to those that worked above and beyond
- No consequences for those people who did not contribute to hitting the goal
- No accountability for anyone
- No growth potentially
The team that Plans together – Works together – Achieves together – Plays together
Have a great month of selling and hitting those goals.
If you wish to trial GymSales or find out more about this great Prospect Management tool then contact us at:
323 303 3943
1300 104 122
(0131) 510 1739