Overview

Sales manager Job at Ignite Fitness – in Menlyn Park, Gauteng

Job Description


Purpose of role:

It is the objective of the Sales Manager to manage, train, motivate and control the Sales team in the pursuit of the team’s set goals and budgets to contribute to the club’s budgeted profitability.

To have a fully staffed team, that are continually trained and competent and have the various skills required to represent Ignite Fitness in the Club’s market place.

Ensure that the Sales team represent the Brand according to our Company Standards

Use the sales team to achieve the monthly new membership sales revenue targets

Manage the quality of sales and ensure all paper work associated with new joiners meet company standards

Key Responsibilities Areas:

1. STAFFING AND RECRUITMENT

2. TRAINING AND EVALUATION

3. PLANNING AND GOAL SETTING

4. SALES ACTIVITY

5. SALES PERFORMANCE

6. REPORTING AND COMMUNICATION

1. STAFFING AND RECRUITMENT

Maintain optimum number of Sales Consultants in team (8-10Membership Consultants)

Maintain Optimum number MCs for the entire month

Do a minimum of two recruitment interviews a week must always keep a hotlist min. number of 4 people

Maintain a hot list of replacement Sales Consultants (this should be reviewed weekly by CGM)

Advertise externally and recruit Sales Consultants as per the company’s Recruitment policy and procedure.

Ensure that effective and thorough reference checks are done.

Discuss and sign the Letter of Appointment, Job Description and Code of Conduct.

Ensure that all company policies, procedures, and performance criteria are clearly understood.

2. TRAINING AND EVALUATION

Ensure that Sales Consultants attend Induction and Sales training as required by the company.

New MC

o 4-8 weeks depending on the experience and skill level

o Phased training as set out with minimize disruption the SM and team

· All MCs: Complete the following evaluations

o The formal skills evaluation twice a month

o Identify under-performing not meeting the minimum criteria of 4 presentations and at least 1 sale a day

o After every session

· All MCs: Daily ongoing sales (9.30am)

o 15 Minutes 4 days a week with practical application

· All MCs: Weekly Friday

o 1 hour, 15minutes theory 45-minute roleplay

· Support training weekly for underperforming MCs

o Criteria: less than 4 presentations and 1 sale per day or new MC

o Saturday morning 3 hours

o Evaluation afterwards

Identify individual, basic selling weaknesses and set up daily training and/or coaching sessions to improve performance.

Identify individual selling strengths and focus on developing these strengths.

Ensure that all Sales Consultants have a clear understanding of all essential sales techniques and all training they have received and are implementing them on a daily basis.

Identify, train and develop at least one Sales Consultant in the club as assistant Sales Manager who would be able to manage the team in your absence.

Deliver a weekly Sales Training session for the MCs (Friday is at 13H00pm)

Understand and determine the drive, desire, and emotion in each Membership Consultant to initiate the

desired action.

Manage the unacceptable/below standard performance according to the company policy and procedure.

Manage Discipline and Grievance procedures and acknowledge good performance.

Training to be reflected on monthly training critical path submitted at the start of every month.

Evaluation

Level 1 evaluation of all MCs skill level pertaining to the job per month. 100% pass.

3. TRAINING AND EVALUATION

SM runs 100% of training sessions as detailed in the monthly plan:

· 12x daily 15-minute sessions

· 3x 1-hour sessions

· 3x group support 3hour Sessions per month with role-play and training notes on file with attendance register signed

The sales consultants must have achieved 90% plus on the evaluation

The training sessions must include evaluation.

All training attendees and evaluation in the training file

The all skill evaluations to be filled 2 per MC per month as training and evaluation plan

SKILLS EVALUATION

Grade 1

Grade 2

Grade 3

Grade 4

Grade 5

The club has an average contact to sale % of 6% +

The club has an average contact to sale % of 5% +

The club has an average contact to sale % of 4

The club has an average contact to sale % of 3% +

The club has an average contact to sale % of less than 3%

4. PLANNING AND GOAL SETTING

Accountable to ensure that effective goalsetting is in place for the sales team for the club themselves and every MC

· Monthly

o Club: Sales/MC shifts/ training and evaluation/Marketing plan/MC and club goals

§ Monthly planning pack completed by 25th approved by 27th

o MC:

§ Sales/ activity Goal sheet by 25th

§ Leads planner sheet by 25th

§ SMART goals by 25th

· Daily

o Club SM

§ Sales Boards/App boards

o MC

§ Sales diary signed off the night before

MONTHLY EARNING AND ACTIVITY GOALS

Optimum number MC have a realistic and specific daily and monthly goal in monetary terms and activity and a step by step action plan for its achievement

SMART GOALS

Optimum number MC have a realistic and specific monthly goal in all areas of their lives detailed in the diary that meets the SMART criteria

MONTHLY LEADS GENERATION PLANNER

Optimum number MC have a realistic and detailed written plan to generate the number of leads needed to achieve their activity monthly goals

Accountable for achieving the minimum requirements of an on-budget performance of membership sales

by individuals and the team

Ensure that all targets, forecasts and goals set across all key related areas are met with a hands-on approach. (By MC: Daily Set-up and 4-5 follow up 121 meetings measuring progress and agreeing actions in order to achieve individual daily goals.)

Monitoring and tracking all sales results and activity levels on a daily basis. (Use and

complete MC daily planners, Daily Sales Reports etc.)

Conducting regular appraisals and reviews with each individual Membership Consultant.

Monthly formal 121 Reviews using company templates; discussing and agreeing outcomes and improvements required by MC with the CGM)

Maintaining a highly charged and motivated team spirit throughout the sales team.

Actively coach and develop the club sales team on an on-going basis, including weekly sales training for the sales team and daily 10-minute growth sessions with each Membership Consultant.

Responsibly and actively selling corporate memberships, to develop the club membership growth to the maximum levels the locality will support. Ensure that everyday the Club Sales Team (Including Sales Manager) is actively presenting to 5 new Companies each day)

Maintain and participate in activity levels in all areas of telephone contacts e.g. retention calling (30-day call backs), follow-up calls, enquiry handling and calls to ex-members on a regular basis.

Responsible for shift rosters and ensuring that the sales effort is manned at the correct hours at all times.

Ensure that the club Marketing budget is managed effectively with respect to marketing initiatives and that all policies and procedures regarding the Marketing budget are strictly adhered to.

5. SALES ACTIVITY

PRESENTATIONS / SALES

Optimum number MCs achieve 4 presentations per day or 2 sales per day processed

COMPLETING DAIRIES EFFECTIVELY

Optimum number MC completed daily diary page including goals comprehensibly

ACTIVITY AND APPOINTMENT MANAGEMENT

MCs appointments filled in on the board accurately & comprehensively daily for 100% of working days

· The appointment Board s must have completed for day and next 4 days and the GM must a note on the CASS sheet every day to confirm

· The appointments must be updated throughout the day.

· The CASS sheet will be checked at daily times during the month and the average grade will be allocated.

· Appointments made for tomorrow(A2)

Making 60 appts needed by the club for daily for 100% of working days

Supporting and driving all marketing strategies, promotions and initiatives throughout the club; whilst liaising with all other departments (particularly fitness), to achieve company goals and to integrate and maintain team spirit. (Weekly in club activities allowing sales team to populate with guest by invitation only)

5. SALES PERFORMANCE

MC’s sales performance

· Optimum number MCs achieve their share of the club’s budget/ agreed sales number

CLUB SALES PERFORMANCE

Grade 1

Grade 2

Grade 3

Grade 4

Achieve 120% of budget for the month

Achieve 110% of budget for the month

Achieve 100% of budget for the month

Achieve 90 – 99% of budget for the month

6. REPORTING AND COMMUNICATION

Compile daily Reports and forward it to the Club Manager: Daily Sales Report, Daily Sales

Updates (3 times a day to GM via Whats app) etc.

Meet all deadlines including.

Ensure that all company policy and procedures, including all Administration procedures, are adhered to by the Sales department.

Ensure that all marketing material adheres to the Brand Standards and company policy and procedures.

Running spot checks and random inspections of all paperwork and liaising closely with all areas of administration to ensure membership application procedures are adhered to.

Check sales consultant diaries and ensure that appointments are set as per Company policy.

Check that membership contracts and documentation are correctly completed as required by the company.

Ensure that the Membership Consultants rectify incomplete contracts and documents where necessary.

Submit all clear membership contracts and documents to the Administration department.

Reconcile pending contracts and ensure that the necessary approvals are requested as required by the company.

Ensure that all marketing initiatives regarding promotional stock are strictly adhered to.

REPORTING AND COMMUNICATION

o Complete Monthly CASS planner and send off to GSD by 25th

o Sign off and approve MC goalsetting and leads planner signed by 1st working day

o Receive Daily What app from GSD re focus for the day by 8am

o Send Daily CASS to NSD by 11 am Monday to Friday

o Receive Group CASS from GSD by 3pm

o Receive Group sales ladders from GSD by 2pm Mon Wed Fri

o Send sales update to Sales Group at 4pm and close of business

o Send Weekly staff report sent to Yolanda by 1pm Fri

o Attend Daily individual Club calls NSD and SM/GM between 1-2 Mon- Thurs

o Attend Weekly Group sales call 45 Min with SM/GM Fridays

o Attend monthly 121 SM grading call GSD and GM (1st 3 days)

o Attend monthly Club SWOT analysis and planning evaluation call 26th(GSD SMGM BS)

o Attend monthly GSD club visit

o Attend monthly Club launch and receive launch pack by the 1st every month

MANAGE AND MONITOR SALES SYSTEMS

Ensure that the following systems are implemented in writing and clearly understood by Sales Consultants and relevant staff:

leads and referrals

walk-ins

phone-ins

renewals and status changes

corporates

Monitor the daily adherence to the systems, troubleshoot systems on a monthly basis and apply workable solutions.

Update corporate file, employee personnel files and Sales & Marketing files where

applicable.

Skills / Experience / Qualifications:

· Matric

· 2 years sales experience (preferably in the fitness industry)

· Good presentation skills

· Willing to work weekends

· Sales and Target driven

· Ability to work under pressure.

· Goal oriented

· Excellent communication skills

· Good administration skills

· Ambitious and driven personality with a hunger for success.

· Proven leadership skills

Minimum Performance Criteria

1. New daily platform to generate leads: 2 New platforms

2. Contacts/ Calls Daily: 240

3. Leads per day: 270

4. Appointments per day: 72

5. Presentations per day: 36

6. Sales units per day: 12

7. Value per day: R5400

8. Referrals: 60

Job Types: Full-time, Permanent

Ability to commute/relocate:

  • Menlyn Park, Gauteng: Reliably commute or planning to relocate before starting work (Required)

Education:

  • High School (matric) (Preferred)

Experience:

  • Sales: 2 years (Preferred)

About Company

Company: Ignite Fitness –

Company Location:  Menlyn Park, Gauteng

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About Ignite Fitness -