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The responsibility of the Membership Consultant is to achieve his / her personal agreed monthly sales targets in line with company objectives.
DUTY A: Acquire and maintain a strong understanding of the basic selling skills needed to perform the sales function successfully.
A.1 Membership Consultant sales training and development
1.1 Ensure updated product knowledge at all times including all the benefits, facilities and services offered by your club.
1.2 Maintain up to date price lists and ensure a clear understanding of membership fees and features for all memberships offered by your club.
1.3 Have a genuine interest in the latest developments within the fitness industry and specifically the benefits of the exercise to communicate to members.
1.4 Role play daily with your Sales Manager or Regional Sales Manager to maintain selling skills, as required from Daily Activity Schedule review.
1.5 Maintain training notes for continual reference.
1.6 Use training scripts and guidelines a prescribed in all training sessions.
DUTY B: Minimum performance criteria for membership consultants to achieve the ratios as outlined in the sales procedures as a minimum expectation.
1.1 To make sufficient presentations to achieve agreed goals.
1.2 A presentation must include all the following key components to qualify as a completed presentation
1.2.1 Needs Analysis
1.2.2 Club facilities must be presented with a tour / story board
1.2.3 Membership Agreement completed and authorized
1.2.4 Payment requested
2.1 To qualify for your guaranteed minimum remuneration or portion thereof the following must be completed.
2.2 Achievement of the minimum presentation criteria is achieved through.
a). An appointment will only qualify as an appointment hen a specified date and time is diarized for a future meeting to conduct a presentation.
3.1 Minimum of 36 (in operating club) or 40 (in pre-opening club) new contacts per day is required until new quality appointments have been set.
3.2 T ensure all contacts lead to a guaranteed quality appointment, focus on contacting the following:- minimum of 1-4 referrals from every new member joining the club
3.3 A contact only qualifies as a contact when a Membership Consultant speaks to the person face to face or telephonically with the purpose of setting up an appointment. (Leaving a message does not qualify as a contact).
a). Follow-up contacts:
- contact all members due to renew their memberships.
- contact all presentations that have not been converted into a completed sale.
- contact all appointments that did not show
- Stay in touch with all potential members.
b). Minimum of 4 services calls per day to existing members to maintain a positive relationship and to generate referrals (focus on all members who join the previous month). Not included in contacts for activity purposes.
DUTY C: Perform Administrative functions on a daily, weekly and monthly basis.
C.1 Have a clear understanding and comply with all administrative procedures specified in the Sales Manual.
C.2 Complete all new member contacts in accordance with company standards.
C.3 Communicate all rules and regulations of the club to all members.
- Minimum contract of 3 months – Home Club Rule
- 1 month notice
4.1 Maintain all daily and monthly reports as required by the company, Sales Manager and Administration Manager in a neat and orderly manner.
4.2 Ensure you meet all goals and targets specified on a daily and monthly basis.
4.2.1. Set your goals writing
4.2.2 Plan your activity in writing
4.2.3 Plan and manage your time in writing
4.2.4 Record and evaluate your success in writing
4.2.5 Reset your goals in writing
4.3 Daily and monthly reports required from a Membership Consultant
4.3.1 Daily Action Sheet
4.3.2 Daily Sales Analysis Sheet
4.3.3 Commission Sheet
4.3.4 30, 60, 90-day sales plans
4.3.5 Weekly Sales Reports
4.3.6 Redemption Reports
4.3.7 Voucher Redemption Reports