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Salesperson Performance

The Salesperson Performance dashboard helps you understand how your sales team is performing across new membership volume, dues, payment method, tour conversion, and Personal Training (PT) Intro booking. Use the dashboard to compare performance across salespeople and clubs, understand the quality and mix of new membership sales, and identify opportunities to improve the handoff from membership sales to Personal Training.

Common Uses

Use Salesperson Performance to:

  • Compare new membership production across salespeople and clubs.
  • Evaluate New Members, New Member Units, or New Agreements using the same dashboard.
  • Compare the amount and average value of new recurring dues generated.
  • Monitor the percentage of new memberships using ACH/EFT.
  • Evaluate PT Intro booking and booking at the time a member joins.
  • Track tours, tour conversion rate, and the average time from tour to membership conversion.
  • Compare Friday through Sunday sales activity with overall performance.
  • Analyze results by Club, Salesperson, and Membership Type Group.

Dashboard Views

Salesperson Performance

The main dashboard provides a visual comparison of salesperson and club performance for the selected date range and Metric.

Use View By to organize the results by:

  • Club + Salesperson
  • Salesperson
  • Club
  • Club + Salesperson + Membership Type Group
  • Salesperson + Membership Type Group

You can also sort the dashboard by many of the displayed performance measures to quickly identify higher or lower results.

Data Table

Use the Data Table for a detailed, table-based view of salesperson performance for the selected reporting period. This view is useful for reviewing values side by side or exporting data for additional analysis.

Monthly Data Table

Use the Monthly Data Table to compare salesperson performance by month. This is especially useful for identifying changes in sales volume, dues, tour conversion, and PT Intro booking over time.

Choose the Membership Metric

The Metric selector controls which type of new membership activity is used throughout the dashboard:

  • New Members: Members who newly joined during the selected reporting period.
  • New Member Units (NMU): New membership activity that includes qualifying new, renewal, rewrite, reinstatement, and add-on agreement activity.
  • New Agreements: New primary-member membership agreements. Secondary and dependent members are excluded.

Changing the Metric also changes the population used for measures such as % of Club Total, % on ACH, Avg New Dues Draft, and PT Intro booking percentages.

Metric Definitions

Membership Sales Metrics

  • Salesperson: The employee associated with the membership sale.
  • % of Club Total: The salesperson or row's share of the selected Metric for that Club.
  • % on ACH: The percentage of the selected Metric associated with an EFT/ACH payment method.
  • Total New Dues Draft: Total dues associated with installment or recurring-payment memberships in the selected population. Paid-in-full membership amounts are not included.
  • Avg New Dues Draft: Total New Dues Draft divided by the selected Metric count.

Tour Metrics

Tour metrics depend on the tour information available from your source system.

  • Tours Given: Number of tours associated with the salesperson during the reporting period.
  • Tour Conversion Rate: Percentage of tours that resulted in a membership conversion within the selected Tour Target Days to Conversion. The default target is 30 days.
  • Avg Days from Tour to Conversion: Average number of days between a tour and the resulting membership conversion.

PT Intro Metrics

PT Intro metrics measure how effectively new membership sales are connected to an introductory Personal Training appointment.

The Salesperson is the employee associated with the membership sale and is not necessarily the person who booked or conducted the PT Intro.

Because this dashboard counts members who booked, PT Intro totals may differ from dashboards that count PT Intro sessions or events.

  • PT Intro Book Count: Number of members in the selected population who booked a PT Intro.
  • PT Intro Book %: PT Intro Book Count divided by the selected Metric count.
  • Book on Join Date Count: Number of members who booked a PT Intro within one day of their join date.
  • Book on Join Date %: Book on Join Date Count divided by the selected Metric count.

Weekend Metrics

  • New Friday–Sunday: The selected Metric with a New Date that falls on Friday, Saturday, or Sunday.
  • % of Total Friday–Sunday: Percentage of the selected membership activity that occurred Friday through Sunday.

Date and Reporting Controls

Use Quick Dates to select common reporting periods such as Month to Date (MTD), Quarter to Date (QTD), Year to Date (YTD), Last Month, rolling-day periods, or a Custom Range.

Use View By, Sort By, and Sort Order to change how the results are grouped and ranked.

Related PT Reporting

Salesperson Performance evaluates PT Intro booking in the context of the membership salesperson and new-member sale.

For other perspectives:

  • Personal Training Scorecard focuses on PT Intro activity and the PT sales funnel.
  • Trainer Performance focuses on trainers, sessions delivered, PT Intro shows, PT closes, utilization, and other trainer activity.

These dashboards may count members, events, or transactions differently, so similarly named metrics may not always have identical totals.