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    Sales Activity Report [Breakdown]

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    The Sales Activity Report details the entirety of a club's activity for a given date. From its data, Club Admins are aided in the ability to assess how successfully their employee or location is performing.

    This report is filterable by Date Range, Location, and Employee. When filtered for a specific Location, the Sales Activity Report will display only the leads that an employee created specifically for that location. Furthermore, the Sales Activity Report will only report on an employee/location's membership sales stats. For more tips on how to access, filter, and schedule this report, click here.

    Inclusion Logic

    The Sales Activity Report extracts its data from a multitude of sources: the club's KPI, its Club OS calendar, its follow-up data, and its billing integration. For an employee to register within the report, that employee must perform one of three actions within the designated date range:

    1. Possessed at least one calendar event for the location in question.
    2. Followed-up with that location's Prospects and/or Members.
    3. Been credited with a sale at that location by the club's billing provider. (Note: This includes staff that has since been deleted or who work at a separate location.)

    Although the Sales Activity Report and the employee/location's KPI will often correlate, it is highly unlikely that a club's Sales Activity Report and KPI will ever match exactly if they are being run for today's date or MTD. This is due to the fact that, while the Sales Activity Report is a snapshot of a club's statistical standing at the exact moment that the report was run, a club's KPI's has the capacity to increase every second. For best results, run the Sales Activity Report for a past date. (A past date's KPI can not be altered.)

    The Report

    The Sales Activity Report consists of five tables -each of which is three columns wide. (Note: Filtering the Sales Activity Report via 'All Employees' will generate a report in which each participant's stats is presented in their own tab.)

    A. The Columns

    • Metric: The task in which the employee/location's performance is being measured.

    • Date: The specific date through which the report is being filtered.

    • Month to Date: Displays the employee/location's sales statistics for the report's entire calendar month, ending at the report's filtered date.

             Note: This 'Month to Date' differs slightly from the KPI's own 'Month to Date' definition. Whereas the   
             Sales Activity Report's 'Month to Date' can be applied to any date, the KPI's 'Month to Date' can only  
             contextualize the current, calendar date.

             Example: On October 3rd, Gina sets a Sales Activity Report to run for July 19th. The report's 'Month to    
             Date, then, would display Gina's July 1st - 19th sales stats. The KPI's 'Month to Date', however, would
             still display October 1st - 3rd.

    B. The Tables

    Click each link to jump ahead to a specific section.

    New Leads · Contacts by Status · Contacts by Type · Sales Appts · Walk-In Events
    Club Traffic · Membership Sales · Follow Through


    1. New Leads

    The New Leads table details the Prospects that the employee/location created within the report's designated date range.

    • Total: The total number of Prospects that the employee/location acquired within the designated date range. This is seen via the 'New Leads' KPI.

             Note: This figure can be found by adding together the 'Referrals', 'Phone Inquiries', 'Web Leads', and    
             'Other fields.

    • Referrals (Origin): The number of people with an Origin of Referral that the employee/location acquired within the designated date range. This is seen via the 'New Referrals' KPI.
    • Phone Inquiries: The number of Phone Inquiry Prospects that the employee/location acquired. This is seen via the 'New Phone Inquiries' KPI.
    • Web Leads: The number of Web Lead Prospects that the employee/location acquired. This is seen via the 'New Web Leads' KPI.

      Note: Credit for a Web Lead's creation is awarded to whichever employee is set as that location's Default Member Sales Account.
    • Other: The number of Walk In/Outreach/Other Prospects that the employee/location acquired. This field does not possess a correlating KPI.

    2. Contacts by Status

    The Contacts by Status table details the frequency in which the employee/location contacted Prospects of each follow-up status within the report's designated date range. Reasons for contact include scheduled follow-ups and direct contacts. This data draws from the employee/location's follow-up data.

    • Total: The total number of times in which the employee/location contacted Prospects and Members within the report's designated date range. This is seen via the 'Contacts' KPI.

             Note: This figure can be found by combining each of the table's other fields. 

    • Lead: The number of times in which the employee/location contacted a Prospect who did not originate via the club's web lead form. This field does not possess a correlating KPI.

    • Web Lead: The number of times in which the employee/location contacted a Prospect who originated via the club's web lead form. This field does not possess a correlating KPI.

    • Referral: The number of times in which the employee/location contacted a Prospect who has an Origin of Referral. This field does not possess a correlating KPI.

    • Appt Booked: The number of times in which the employee/location contacted a Prospect who had scheduled an appointment with club staff. This field does not possess a correlating KPI.

    • Appt No Show: The number of times in which the employee/location contacted a Prospect who failed to attend their scheduled appointment with club staff. This field does not possess a correlating KPI.

    • Missed Guest: The number of times in which the employee/location contacted a Prospect who attended their appointment but declined to purchase a membership or accept the club's guest pass. This field does not possess a correlating KPI.

    • Active Guest: The number of times in which the employee/location contacted a Prospect who accepted a guest pass and is still currently within their guest pass period. This field does not possess a correlating KPI.

    • Expired Guest: The number of times in which the employee/location contacted a Prospect who accepted a guest pass that has since expired. This field does not possess a correlating KPI.

    • Member: The number of times in which the employee/location contacted a Prospect who purchased a membership that is currently in good standing. This is seen via the 'Contacts (PT)' KPI.
    • Member - Pending Cancel: The number of times in which the employee/location contacted a Member who informed the club of their intention to cancel their membership. This field does not possess a correlating KPI.

    • Member - Freeze: The number of times in which the employee/location contacted a Member who has temporarily suspended their account due to vacation, injury, etc. This field does not possess a correlating KPI.

    • Member - Delinquent: The number of times in which the employee/location contacted a Member whose agreement is in a delinquent state and/or has a past due balance. This field does not possess a correlating KPI.

    • Inactive Member - Expired: The number of times in which the employee/location contacted a Member whose membership naturally expired. This field does not possess a correlating KPI.

    • Inactive Member - Canceled: The number of times in which the employee/location contacted a Member who consciously canceled their membership. This field does not possess a correlating KPI.

    • Inactive Member - Collections: The number of times in which the employee/location contacted a Member whose membership is in Collections. This field does not possess a correlating KPI.

    • Not Interested: The number of times in which the employee/location contacted a Prospect who requested that they be removed from the Membership Follow-Up schedule. This field does not possess a correlating KPI.

             Note: This contact is accomplished via Direct Contact.

    • VIP Guest: The number of times in which a Referral was given a VIP Guest status. This fields does not possess a correlating KPI.

    • Unscheduled: The number of times in which the employee/location contacted a Prospect or Member directly (outside of their scheduled follow-up). This is seen via the 'Contacts (D)' KPI.

    3. Contacts by Type

    The Contacts by Type table details the frequency in which the employee/location contacted Prospects and Members through each medium within the report's designated date range. This data draws from the employee/location's KPI.

    • Total: The total number of contacts that the employee/location performed within the report's designated date range. This is seen via the 'Contacts' KPI.

             Note: This figure can also be found by adding together the 'Call Total', 'Email Total', and 'Text Total'    
             fields. It will also always be identical to the Contacts by Status table's 'Total' field.

    • Call Total: The total number of calls that the employee/location performed. This is seen via the 'Calls (M)' and 'Calls (D)' KPI's.

             Note: This figure can be found by adding together the 'Calls (M)' and 'Calls (D)' KPI fields.  

    • Email Total: The total number of emails that the employee/location performed. This is seen via the 'Emails (M)' and 'Emails (D)' KPI's.

             Note: This figure can be found by adding together the 'Emails (M)' and 'Emails (D)' KPI fields.

    • Text Total: The total number of texts that the employee/location performed. This is seen via the 'Texts (M)' and 'Texts (D)' KPI's.

             Note: This figure can be found by adding together the 'Texts (M)' and 'Texts (D)' KPI fields.

    4. Sales Appts

    The Sales Appts table details the results of an employee/location's appointments with Prospects within the report's designated date range. This data draws from, both, the employee/location's Club OS calendar and membership data.

    Note: If a club excludes Be Back stats from its KPIs and reporting, then all of the Sales Activity Report's 'Be Back'-related fields will have a zero in them. Similarly, if a club does not qualify a rewrite as a new agreement, then no rewrites will factor into the Sales Appts table's stats.


    • New Appts Made: The number of appointments that the employee/location scheduled. This is seen via the 'Appts Made' KPI.
    • Total Appts Today: The total number of appointments that were scheduled by Prospects for the date in which the report was run. This is seen via the 'Appts Today' KPI.

             Note: This figure can be found by adding together the 'New Apps Today' and 'Be back Appts Today'    
             fields. These events can also be counted within the Club oS calendar.

    • New Appts Today: The number of appointments that were scheduled for the date in which the report was run by a Prospect on their initial club visit. This field does not possess a correlating KPI.

    • Be Back Appts Today: The number of appointments that were scheduled for the date in which the report was run by a Prospect on a returning club visit. This field does not possess a correlating KPI.

    • Total Appt Showed: The total number of appointments that were attended by Prospects within the report's designated date range. This is seen via the 'Appts Show' KPI.

             Note: This figure can be found by adding together the 'New Appts Showed' and 'Be Back Appts  
             Showed' fields.

    • New Appts Showed: The number of appointments that were attended after being scheduled by a Prospect on their initial club visit. This field does not possess a correlating KPI.

    • Be Back Appts Showed: The number of appointments that were attended after being scheduled by a Prospect on a returning club visit. This field does not possess a correlating KPI.

    • Total Appt Showed %: The total percent of appointments that were attended by Prospects within the report's designated date range. This is seen via the ‘Appts Show %’ KPI.

             Note: This figure can be found by adding together the 'New Appts Showed %' and 'Be Back Appts    
             Showed %' fields.

    • New Appts Showed %: The percent of appointments that are attended after being scheduled by a Prospect on their initial club visit. This field does not possess a correlating KPI.

      Note: This figure can be found by dividing the ‘New Appts Showed’ field by the ‘New Appts Today’ field.

    • Be Back Appts Showed %: The percent of appointments that are attended after being scheduled by a Prospect on a returning club visit. This field does not possess a correlating KPI.

      Note: This figure can be found by dividing the 'Be Back Appts Showed' field by the 'Be Back Appts Today' field.

    • Appts Closed: The total number of appointments in which a membership was purchased within the report's designated date range. This is seen via the 'Appts Closed' KPI.

             Note: This figure can be found by adding together the 'Appts Closed Primary' and 'Appts Closed
             Secondary' fields.

    • Appts Closed Primary: The number of appointments in which a single membership was purchased. This field does not possess a correlating KPI.

    • Appts Closed Secondary: The number of appointments in which a Prospect/Member purchased an additional membership at any point within the designated date range. (Example: For themselves and their spouse.) This field does not possess a correlating KPI.

    • Appts Close %: The percent of attended appointments that resulted in a membership being purchased within the report's designated date range. This seen via the 'Close Appts %' KPI.

             Note: This figure can be found by dividing the 'Appts Closed' field by the 'Appts Showed' field.

    5. Walk-In Events

    The Walk-In Events table details the results of the employee/location's unscheduled visitations with Prospects within the report's designated date range. This data draws from, both, the employee/location's Club OS calendar and KPI.

    • Total: The total number of instances in which a Prospect visited the club within the report's designated date range without having scheduled an appointment. This is seen via the 'Walk Ins' KPI.

             Note: This figure can be found by adding together the 'New Walk-Ins Events' and 'Be Back Walk-In
             Events' fields. These events can also be counted within the Club OS calendar.

    • New Walk-In Events: The number of instances in which Prospects made an initial visit without having scheduled an appointment. This is seen via the 'Walk Ins' KPI.

    • Be Back Walk-In Events: The number of instances in which Prospects made a return visit without having scheduled an appointment. This field does not possess a corresponding KPI.

    • Walk-In Events Closed: The total number of instances in which a Prospect visited the club without having scheduled an appointment and purchased a membership. This is seen via the ‘Walk Ins Closed’ KPI.

      NoteThis figure can be found by adding together the ‘Walk-In Events Closed Primary’ and ‘Walk-In Events Closed Secondary’ fields.
    • Walk-In Events Closed Primary: The number of instances in which a Prospect visited the club without having scheduled an appointment and purchased a single membership. This field does not possess a corresponding KPI.

    • Walk-In Events Closed Secondary: The number of instances in which a Prospect visited the club without having scheduled an appointment and purchased multiple memberships. (Ex. For themselves and their spouse.) This field does not possess a corresponding KPI.

    • Walk-In Events Close %: The percent in which a Prospect's unscheduled club visit resulted in that Prospect purchasing a membership. This is seen via the 'Close Walk Ins %' KPI.

             Note: This figure can be found by dividing the 'Walk-In Events Closed' field by the 'Total [Walk-In]'  
             fields. 

    6. Club Traffic

    The Club Traffic table details, both, the total visitation that an employee/location received within the report's designated date range and how successfully that subject was at being able to convert those opportunities into sales. This data draws from, both, the employee/location's Club OS calendar and KPI.

    • Total: The total number of visits that the employee/location received within the report's designated date range. This is seen via the 'Club Traffic' KPI.

             Note: This figure can be found by adding together the 'Appts Showed' and 'Walk-In Events' fields. 

    • Appts Showed: The number of Prospects who attended their appointments. This is seen via the 'Appts Show' KPI.
    • Walk-In Events: The number of Prospects who visited the employee/location without having scheduled an appointment. This is seen via the 'Walk Ins' KPI.
    • Overall Close %: The percent in which the employee/location was able to convert a Prospect's club visit into a sale. This is seen via the 'Close %' KPI.

             Note: This figure can be found by adding together the 'Appts Close %' and 'Close Walk Ins %' fields.

    7. Membership Sales

    The Membership Sales table details, both, the frequency and methods through which an employee/location was credited for Prospects' purchased memberships within the report's designate date range. This data draws from the cub's billing provider.

    • New Units: The total number of memberships that were purchased within the club's designated date range. This field does not possess a corresponding KPI.

             Note: This figure can be found by adding together the 'Web Signup' and 'Closes' fields.

    • Web Signup: The number of memberships that are purchased via the club's website. This is seen via the 'New Web Leads' KPI.

      Note: If no data is available, this field will appear blank.
    • Closes: The number of memberships that were purchased in-person from a club employee. This is seen via the 'Closed' KPI.

             Note: This figure can be found by adding together the 'Appts Closed' and 'Walk-In Events Closed'   
             fields.

    8. Follow Through

    The Follow Through table details the total Referrals/Preferred Guests/VIP Guests and Orientations/Fitness Assessments/Fitness Consultations/Intros/Quick Starts that an employee/location was able to acquire within the report's designated date range. This data draws from the club's referral links, calendar events, and KPI.

    • Dashboard Referrals: The total number of Referrals/Preferred Guests/VIP Guests links that were acquired by the employee/location's within the report's designated date range. This is seen via the 'Referrals/Preferred Guests/VIP Guests' KPI.

    • Referrals/Preferred Guests/VIP Guests per New Member: The average number of Referrals/Preferred Guests/VIP Guests that were acquired per each new Member and acquired at any point within the report's designated date range. This field does not possess a corresponding KPI.

    • POS Referrals: The number of Referrals/Preferred Guests/VIP Guests that the employee/location acquired from Prospects on the same in which their membership was purchased. This is seen via the 'POS Referrals/Preferred Guests/VIP Guests' KPI.

    • POS Referrals Per New Member: The average number of Referrals/Preferred Guests/VIP Guests that were gained per each new Member on the same date in which their membership was purchased. This field does not possess a corresponding KPI.

    • POS Orientations: The number of Orientations/Fitness Assessments/Fitness Consultations/Intros/ that were scheduled on the same date in which a Prospect purchased their membership. This is seen via the ‘ORTs/FAs/FCs/Intros/QSs Made POS’ KPI.

     

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