Training the Enemy
Regarding new employees, the loss of revenue does not only happen when club sales personnel voluntarily leave for greener pastures, but also when management hastens their departure, because they were just not producing fast enough. Depending on whether they were set up for success at the beginning or not, will usually dictate if this is was the right decision. Have you ever witnessed your favourite sports team unload a once favoured prospect, only to see them crop up elsewhere and star in a system where there was a better training program.
Unfortunately, this happens in business all the time. At times, this can be a triple hit against your club, because it was not only you who expensed their initial training, and your club who loses their future sales, but if they end up with a competitor, this person is now a potential threat by taking sales away from you. The key and the challenge here, is to know the difference between the “never wills” and the “soon will be’s”. One of the ways to take guess work out of the equation is to ensure your new recruits get the right start they need to maximize the possibility of their success, so there are no doubts or regrets if they don’t pan out.
“Ready or not,” Here they Come
Quite often sales personnel in the fitness industry are left to sink or swim, after given a few hours of sales training and a quick review of some club procedures, thinking that is all that is required if they have the “right stuff” to begin with.… Read More