Start Here
Most of what passes for gym sales wisdom is built for a market that doesn't exist anymore. The reports point at the wrong things, the conventional advice was written for last decade's industry, and the operators still running yesterday's playbook are losing ground to ones who aren't.
These five notes are the entry point. Read in order if you want the full picture.
- 01
Your Close Rate Is Lying to You
The first piece in the library and the best foundation for everything else. Standard close rate hides an early-churn problem most operators have never measured, and the gap between the number on the dashboard and the real one usually changes how the pipeline gets read.
- 02
How I Calculate Close-to-Retained
The methodology piece. Shows the math behind the argument in the first article. The formula is one line. The data hygiene that makes the formula trustworthy is most of the work.
- 03
What a Good Tour Sounds Like, If You're Listening
What separates a tour that closes from one that doesn't, written for owners and managers who want to know what to listen for when their reps are working a prospect. The signal is the questions, not the script.
- 04
The Comp Plan Is Louder Than the Manager
How you pay your reps determines what kind of sales floor you'll have. Most owners haven't thought about comp design as a strategic decision, and their reps are behaving exactly the way the plan tells them to.
- 05
The Gym's Culture Starts Before the First Tour
The sales manager's job isn't to close every lead. Sometimes the right move is letting a difficult prospect walk before they become a difficult member. What that decision actually looks like, and why it protects everything else.