FBC UPFRONT


Peak Performers By Paula Comfort Use a scientific approach to train,


motivate and support your member- ship team. After watching the incredible per-


formances of Olympians in London, England, it became clear to me that athletes share many common charac- teristics in their pursuit for excellence: pure passion for their sport, great genes, superb coaching and, most of all, a dedication to hard work. Believe it or not, there is also a secret


PEAK


formula for club managers that helps their membership sales staff and sales managers become peak performers. Weekly Sales Meeting Agenda 1.


Icebreaker (5 minutes) • Which Olympic athletes do


PERFORMERS A


you admire most and why? 2.


minutes) •


Training Component (30 Create a list of all aspects of


the sales process (see sample list be- low), and have your team members rate themselves on a 1-10 scale. •


For sales managers, create a


second list of the sales management skills needed to perform their roles, and have them rate themselves. •


BY PAULA COMFORT


Use a scientifi c approach to train, motivate and support your membership team.


experience in the fitness industry. Most recently she was managing di- rector of Fitness for Spa Chakra Inc., a luxury spa and health club com- pany where she started the division. Previous roles include area vice-pres- ident of The Sports Clubs of Canada/ Bally Total Fitness. She is currently a partner in her own consulting compa- ny, 360 Impact Group. Contact her at paula.360impactgroup@rogers.com or 416-565-6025.


Use each person’s list (with


ratings) as that individual’s training plan for improvement going forward. Here is a suggested list/training


plan: 1.


the accountabilities, responsibilities, skills, experience and type of person it will take to get the job done 2.


opment plan for this person 3.


cret formula for club managers that cludes qualifying, the tour, handling


this person 4.


helps their membership sales staff co cerns, closing, service and inte-


performers.


and sales managers become peak gration, prospecting and marketing,


Weekly Sales Meeting Agenda 1. Icebreaker (5 minutes) • Which Olympic athletes do you admire most and why?


2. Training Component (30 minutes) • Create a list of all aspects of the sales process (see sample list below), and have your team mem- bers rate themselves on a 1-10 scale.


16 Fitness Business Canada September/October 2012 A skilled individual to train


fter watching the incredible performances of Olympians in London, England, it became clear


A job description that details


to me that athletes share many com- mon characteristics in their pursuit for excellence: pure passion for their sport, great genes, superb coaching and, most of all, a dedication to hard work. Believe it or not, there is also a se- A training agenda that in-


A detailed training and devel-


• For sales managers, create a sec- ond list of the sales management skills needed to perform their roles, and have them rate themselves. • Use each person’s list (with rat- ings) as that individual’s training plan for improvement going forward.


Here is a suggested list/training plan:


1. A job description that details the accountabilities, responsibilities, skills, experience and type of person it will take to get the job done


2. A detailed training and development plan for this person


3. A skilled individual to train this person


4. A training agenda that includes qualifying, the tour, handling con- cerns, closing, service and integra- tion, prospecting and marketing, reporting systems and MOD training


5. Performance feedback and goal setting meetings


6. A detailed reporting structure and templates for tracking activities


7. Scripts....lots of scripts 8. A detailed time management plan of a day, week and month


9. Samples of prospecting plans from the past that have worked


Paula Comfort has 20+ years of experience in the fi tness industry. Most recently, she was managing director of Fitness for Spa Chakra Inc., a luxury spa and health club company where she started


the division. Previous roles include area vice- president of The Sports Clubs of Canada/Bally Total Fitness. She is currently a partner in her own consulting company, 360 Impact Group. Contact her at paula.360impactgroup@rogers. com or 416-565-6025.


reporting systems and MOD training 5.


Performance feedback and


goal setting meetings 6.


A detailed reporting struc-


ture and templates for tracking activities 7.


8.


plan of a day, week and month 9.


Scripts....lots of scripts A detailed time management Samples of prospecting plans


from the past that have worked Paula Comfort has 20+ years of


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