How to Hire All-Star Membership Reps - 7/12/2009

Rethinking The Process

How to Hire All-Star Membership Reps

If you were to survey club operators around the country and ask them what is the toughest position to fill, many, if not all, would say the membership rep/sales staff position.

The problem and solutions are linked in many ways. First, well take a look at the problems that exist in the membership department when we are not operating in an All-Star mode.

1.Lack of budgeted revenues.
2.Reduced membership referrals and member retention
3.Inability to service the needs of members & potential members.
4.Lack of continuity in corporate sales development and maintaining existing corporate accounts.
5.Credibility. When the sales department is a revolving door, there are numerous affiliated problems.
6.Negative affect on the team.
7.Drain on management resources: managing, recruiting, hiring and training.

Why cant clubs keep and maintain continuity in one of the most important departments in their business?

1.Their company culture perpetuates turnover through:
a.High pressure sales environment.
b.Weak compensation plans with low salaries and high commissions and bonuses.
c.Inadequate hiring process.
d.Lack of professional management and leadership.
e.Unrealistic work schedules.

Are you ready to change the attrition cycle?

If your membership department has been in a constant state of flux for years, it is time to take a good hard look at how you are going about doing things. It is time to change your paradigm.

1.Change your compensation plan. Create higher salaries and attractive
Commission plans. Be competitive with other industries in your area. If you want professional, top performers, you need to compete. If your comp plan is competitive, you will have the luxury of choosing the best talent, not taking the leftovers that other companies dont want to hire. (Some operators are afraid of this way to compensate, as they fair it creates weakness in the sales department. On the contrary, it will create strength, as the job becomes a desirable position, and any rep worth their salt will sell hard to keep the position).
2.Hire an experienced, professional Membership/Sales Director who shares your companies vision and values, and is a person of high morale standards.
3.Promote a healthy work environment. Dont over work your staff.
Employees with great attitudes usually have balance in their life.

How do I Hire All-Star Membership Reps?

The first thing you need to have is a professional job description. You can purchase this on FitnessJobs.com The Managers Interviewing Kit. It comes with a job description, plus interviewing questions and guidelines.

Next, you need to have a professional hiring process in place. Candidates should have a specific way to apply for the job, and the hiring managers name. The hiring manager should be on board with proper hiring procedures. They should have a detailed compensation plan in writing to show to appropriate candidates.

The first place to look for candidates is internally. However, any internal candidates should meet the majority of qualifications in the job description.

The next place to recruit would be on FitnessJobs.com. Here, you have the ability to advertise and tell a compelling story to a targeted audience, about your company, community, and list a comprehensive job description. You can also list a job posting in a local or regional paper, and refer them to FitnessJobs.com for more details. Place the minimum ad in a newspaper, with the referral to FitnessJobs.com. A sample ad for a newspaper might be: Extraordinary sales opportunity for sales professional in private club in Clearwater. See FitnessJobs.com for more details.

The next critical step is to change your paradigm on who to interview. Many club operators are always looking for someone with club experience. That should not be a must have. The ideal candidate would be someone with club sales experience.
However, dont overlook a prospect that is passionate about fitness, leads a healthy lifestyle, who is an experienced/professional sales exec, who has a great personality, great prospecting skills, and great business acumen.

Also, whoever you hire, look for stability. Two-five years per job. And, you must check references! If you arent happy with your Membership Department, make change as one of your New Years Resolutions!

Alan Cohen is the Founder and President of FitnessJobs.com. This content of this article was written based on his 30 years experience in the health and fitness industry.

Alan can be reached at 800-259-4397, or by e-mail at alan@fitnessjobs.com.com.