Sales Executive

**Job Summary**

**I. JOB DESCRIPTION**

Position : Membership Advisor( Sales Executive)

Section/Department : Sales Department

**II. ORGANIZATIONAL RELATIONSHIP**

Reports To : Sales Head
:
**III. JOB OBJECTIVE**:
The responsibility of the Membership Advisor is to achieve his / her personal agreed monthly sales targets in line with company objectives and also manage the team objective inclusive of but not limited to Activity, Training and Sales Budget.

**PERFORMANCE STEPS**:
**DUTY A: ACQUIRE AND MAINTAIN A STRONG UNDERSTANDING OF THE BASIC SELLING SKILLS NEEDED TO PERFORM THE SALES FUNCTION SUCCESSFULLY**

**A.1 SALES knowledge and skill development**

1.1 Know the CIS sales module i.e. its analytical logic flow, categories and parameters

1.2 Be thorough with % share of sales from each category and the parameters leading to those sales

1.3 Ensure to update product knowledge all the time including all the benefits, facilities and services offered by the club.

1.4 Be thorough with goal planning and use of categories and parameters

1.5 Be thorough with all tools used in the sales system and their use viz lead planning, SAR, DAS, 1/31, 1/12, EOS,

1.6 Maintain up to date price lists and ensure a clear understanding of membership fees and features for all memberships offered by your club.

1.7 Have a genuine interest in the latest developments within the fitness industry and specifically the benefits of the exercise to communicate to members.

1.8 Identify remedial actions from the SAR and work with the Sales Head to upgrade skills sets or find solutions

1.9 Use training scripts and guidelines as prescribed in all training sessions.

1.10 Make End of shift every day and submit to Sales Head

DUTY B: MINIMUM PERFORMANCE CRITERIA

**To achieve the ratios - individual and collective outlined and agreed to in the Goal Setting Exercise as a minimum expectation.**

**B.1 LEADS**

1.1 To ensure sufficient leads based on target set

1.2 Prepare master of lead generation for the required number of contacts

1.3 Execute and update the plan re-visit targets based on results achieved

**B. 2 PRESENTATIONS**

2.1 To ensure sufficient presentations to achieve agreed goals. (Minimum of daily avg. of 4 per SC for 26 working days )

2.2 A presentation must include all the following key components to qualify as a complete presentation:
1.2.1 Needs Analysis.

1.2.2 Club facilities must be presented with a tour.

1.2.3 Ruling out of objections and ratings for the fitness goal

1.2.4 Closing and clear mention of objections

1.2.5 Classifications as HOT WARM of COLD

1.2.6 Price drop downs

B.3 APPOINTMENTS

3.1 Ensure enough appointments are set each day to achieve sales goal based on your SAR ratios. Plan and conduct at least 2 Appointment Drive’s per week with each Appointment Drive meeting the minimum appointment generation goal set and agreed to with Sales Head

3.2 An appointment will only qualify as an appointment when a specified date and time is noted for a future meeting to conduct a presentation.

**B.4 CONTACTS**

4.1 **Minimum of 40 contacts **per day is required out of these 20 should be new contacts

4.1.1 To ensure contacts lead to a min no of quality appointment,

A contact only qualifies as a contact when a Sales 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 have not been converted into a completed sale.
- Contact all appointments that did not show.
- Stay in touch with all potential members.

b) Ensure service calls system if followed with precision.

**B.5 SALES**

5.1 Ensure minimum of 2 sales by

5.1.1 Following the sales cycle to the core

5.1.2 Presenting the price drop downs

5.1.3 Soliciting help from SH for every presentation counseling form not closed

5.1.4 Asking SH to follow up for difficult or procrastinating prospects

5.1.5 Ensure at least 8 referrals from every sale at POS or 3 from every presentation

DUTY C: PERFORM ADMINISTRATIVE FUNCTIONS ON A REGUALAR BASIS (under supervision and guidance of the SH)

**C.1** Have a clear understanding and comply with all administrative procedures specified

**C.3** Check maintain the Sales activity record (SAR) every day

**C.4** Communicate all rules and regulations of the club to all members of the sales team.

**C.5** Communicate all ‘Tools & Tips’ for prospecting, presenting, touring and closing, to the other members of the Membership Sales Team.

**C.6** Conduct a minimum of one formal training sessions a week (with written notes)

C.7 REPORTING

7.1 Maintain all daily and monthly reports as required by the Sales Head in a neat and orderly manner.
- Assist in preparing the ‘Monthly club strategy folder”
- Prepare/Assist in preparing/submitting the ‘SAS’ on a daily basis to Sales Head
- Prepare your “Sales activity Record” EOS Activity record’ “‘Daily Appointmen