Sales Associate Training Checklist
What Sales Associates Need To Know
Day 1
Locate ClubReady https://www.clubready.com/cl/stretchzone.asp
Locate Outlook https://outlook.office.com/
Locate Stretchnet https://www.gointranet.com/stretchzone/
How to confirm all appointments for the day in Club Ready
How to book / reschedule / cancel sessions
After-demo steps (Flex Points, Client Portal, Pin code setup, notes, referrals)
Daily Checklist: each point
Learn the Lead Flow Chart and proper practices when following up with leads
TO DO:
___ Go through a full mock demo (intake, closing, and writing an agreement)
___ Work on smoke screens and overcoming objections for 30 minutes
___ Observe any demos for the day and provide feedback
___ Perform mock T.I. calls – both incoming and outgoing
___ Make 75 prospect calls using Lead Management
Updating the DPR
Center Review -> Center Answers
Day 2
Objective: the sales associate is confident in both outgoing and incoming phone calls, navigating ClubReady, performing tasks on Daily Checklist, and take demos on their own, handling cancellations and upgrading or downgrading memberships.
Perform all tasks on the Daily Checklist they have retained thus far.
Discuss referrals and how to generate non-club leads
Log into Stretchnet and explain the purpose (GM resources, Help Forum, Training Corner)
Cancellation flow chart and practice phone call scenarios
Show them where to find Sales Scripts in ClubReady
How to bulk change expiration dates for cancellations
Show them how to process a freeze on a membership
___ Observe any demos for the day and provide feedback
Have them show you how to upgrade & downgrade memberships
How to run a lost sheep report
Review retention best practices – member satisfaction, follow-up, re-evaluation session, and upselling add-on sessions
Day 3
Today the sales associate should be able to perform all tasks on the daily checklist on their own,
understand how to handle multiple different demo scenarios, and perform all demos coming in for
the day without assistance.
Have them perform all demos for the day and provide
feedback
Have them perform all the tasks on the Daily Checklist
Discuss any additional demo scenarios that have not
occurred in live demos so far (credit card on file,
missed sale, etc.)
Have them look for unfunded sessions and how to draft
any necessary accounts
Have them show you how to sell add on sessions at the
studio
Review member scenarios and hospitality
Ensure they are confident in contraindications and
handling conversations with prospects that cannot be
stretched
Click here for the editable New Sales Associate digital checklist