Incentive programs for Personal Trainers
Hello again. Bringing on two-3 new trainers in the next week or so. What is your experience in incentive programs with trainers concerning:
1. What did you do? Offer different %, sell their services, etc
2. How did it effect their performance?
3. What would you suggest?
As a former independent contractor we were charged a monthly flat rate. This rate was not based on years experience, time of day that we trained our clients or how many clients we have. We had some limited in-house promotion, along with limited required attire.
Looking back, I think it could have been managed in a more professional manner by the owner/mgt.
Remember, "their success is your success".
I would strongly promote your trainers in-house. I would not offer a sales percentage because they are independent contractors and they can/should be able to close a sale plus you will also feed them clients and I would take a percentage of that sale you closed for them.
Some trainers would not take an in-house sale because they sold their own clients or the client given to them was at a lower rate than they normally charged however, I would make it a requirement to take a number of in-house clients.
I would offer an encentive for "off" hours (non-peak times) that your trainers train clients. We experienced that most trainers trained clients at the same peak times and it left a void in non-peak club hours. I have built my clientel on non peak times successfully.
Know your trainers strengths and weaknesses, this will help you match up new sales to the right trainers and ask your trainers the type of clients they prefer.
A bio of each trainer is a must for your sales staff and require your trainers to have at least a website, business cards etc. Monthly meetings should also be required.
I Hope This Helps!
Are your trainers employees or independent contractors?
It depends on the trainer. You need to assess their strengths and weaknesses. Not all trainers are salespeople but they can be great trainers. Then you might have some trainers who are great salesmen but not as good of a trainer. If you think these trainers are both, great trainers and salesmen, then you should offer a % of their sales as an incentive. If not, then you will need to do the PT sales or hire someone who can. If the trainer is good, he or she shouldn't have problem selling their services. I have worked in places where some trainers were great closers and others who were not. Some trainers have the gift of first impression and they can close any deal, but then you have those who can’t.
Maybe you can offer a base salary and then give them a % for those sessions they renew. Having a sales person in charge of the initial sale might be a better deal and then let your trainers do their best to keep the clients buying sessions. If they can’t keep their clients, that means the client wasn’t happy with them and you will need to evaluate their performance at that point. I hope this helps.
I agree with what Michael suggested, he has some very good points. Since the trainers are independent contractors, I would simply charge them a flat rate for rent. You also have to make sure they don't charge less from what your in-home trainers charge, because then you are competing with them in your own gym. I see you work for Anytime Fitness. If I'm not mistaken they pay their trainers an hourly rate according to the hours they have worked, correct? The more hours they work the more they getting paid. Who does the selling in your facility?
I suggest doing some detailed research pertaining to this status.
The incentive should come from their desire to build their base.
Charge them a fair flat rate, possibly give them a discount based on volume or off hours.
I have in the past offered contests for staff (# of prospects, # of walk-in appmnts., phone calls made, ect.)
Would suggest everything operate on a merit/effort scale & be open to all to not isolate & separate the team (old/new, sale, training).
Incentive is the key stud. When I left NYC & came south doing this, I found/established my place very quickly (didn't like seeing others working while I watched, hung out or worked out), it was about that pay check.
Other incentives can work also, you may find an assistant or trainer who is good with people and able to act as a representative (in-house or out). In management, I find what matters most to my people @ that particular time & make offering/contest/goals based on their personal development. This is key in my opinion as they REPRESENT ME/MY BUSINESS.
U may not feel this pertains to you'r question but I have been doing this for years for others business' w/much success (couldn't have climbed the ladder w/o being able to implement working programs), big box gym's operate on GROSS, not your warm, smiley demeanor when you meet your clients!!
Careful though, not everything is good for every situation(trust me). I have lost ($) offering financial rewards to the wrong types...money DON'T move everybody the same way...