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Do You Have a Culture of Sales Accountability in Your Gym?

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Jim ThomasJim Thomas

Are you and your managers doing everything you can to create a culture of accountability in sales and sales management? I hear this frequently from gym owners... Yes, we hold them accountable, but the job is still not being done. Of course, it begs the question: What exactly are you holding them accountable for? What are the consequences? Are you even holding them accountable for the right thing?

Here are some things to consider when creating the culture of accountability in your gym:

  1. 1. Get your expectations up. First, you need to stop accepting mediocrity and raise your expectations. Too many gym owners and sales managers have lowered the goal and lowered the expectation... this is the first place to start: get your expectations up. Then, you must raise your action level to reach these new expectations. Remember this: Never, ever lower the goal. But, instead, raise your action level. No excuses, don't justify poor performance.
  2. 2. Results not friendship. Of course, building staff rapport is important. However, for too many gym owners and managers, it is more important to be liked by the staff than to be respected and to reach the expectations you have set for them. Everyone should be judged on his production and numbers, not on how well-liked he is. If you turn a blind-eye to this, it can get out of control in a hurry.
  3. 3. Take responsibility. This will never become important to others until it is first important to you. The worst thing you can do is raise the expectations, but then fail to take responsibility yourself. YOU must take responsibility. It's not the weather, the price, the time of year, the competition, the gym, the members, etc., it's you. Ultimately, it's the only thing you have control over.

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