engage and sell

A sales tracker is something you're going to want to use every day. That's right everyday. Sales is why you are in business, otherwise you'd be running a charity and giving your fitness services away free of charge. Your sales game needs to be hard, but that doesn't mean sales needs to be hard. It's all about finding the best process for your business and following through consistently. Going back to the everyday thing, if you look at things like this, you may understand why it's necessary. Think about your daily efforts paying off in 30, 60 or even 90 days, depending on your business model. That means the work you do now, the messages, the phonecalls, even the research and 'behind-the-scenes' admin stuff, is going to return to you later down the line. If you slack today, you'll have an empty pipeline next month. So, making sure you spend time the right amount of time on your sales activities is always going to be a priority for any business, and this can be monitored with a sales tracker, something that makes sense of your efforts, something that can be analysed and acted on to improved your success rate.

It's basically a place where you keep all the details about the people you've contacted and those who have reached out to you. Storing all your leads in one spot, makes it easier to move them through your sales process. We’ll get into the sales journey later, but for now, let’s focus on the tracker itself.

There are a ton of platforms out there where you can track potential clients, jot down notes, and see where they are in the process. But honestly, I’ve found that a simple Excel sheet works best.

Why?

Because as you go along, you'll discover which metrics are actually useful and which ones aren’t. For example, you may find yourself adding a column to mark all the people who you've sent your free gift to, since that has proved to be a powerful tactic over the last few weeks. Excel gives you the flexibility to add or remove columns as needed, making it super adaptable. All trakers should include the following:

▪️ Prospect Details: Basic info about the person.
▪️ Channel: How did they find you? Facebook, LinkedIn, YouTube, direct email, website, WhatsApp—whatever it is, note it down.
▪️ Outgoing Efforts: Don’t forget to track if you've offered a consultation, and if one was booked.
▪️ Follow-Ups: Keep track of whether you’ve followed up with a potential client. I usually recommend up to three follow-ups before considering it a dead lead.

Now, just because a lead is marked as "dead" doesn’t mean it’s completely off the table. If they didn’t outright say they’re not interested, you might want to touch base with them again in six months. So, on your tracker, mark if they need to be resurfaced later, or if they’re genuinely not a good fit (maybe due to budget or other issues).

You should also include brief notes about each lead, and I’d suggest organising your tracker by days of the week (Monday, Tuesday, etc.) so you can easily see how many messages you sent or received each day, how many replies you got, how many consultations you offered, and how many were booked. These metrics will help you understand what’s working and what isn’t.

For even better insights, have a separate sheet that calculates these metrics as a running total for the month, which wil give you clear percentages on how successful you are at each stage of the sales process.

Once someone has booked that initial appointment, you’ll want to create a second tracker, or have a way to record these bookings and the outcomes.

You can use your website's management systems to keep track of these contacts and automatically handle things like confirmation emails and setting up workflows. If your website has these features, you can create steps in a workflow for each stage of the sales journey. This keeps everything streamlined as you move from an initial consultation to a signed membership.

If you prefer, you can create another Excel sheet to track these outcomes as well, but using your website’s tools may be enough.

If you join the Accountability Circle, you'll get access to the trackers we use, along with full support on how to customise them to fit your business and your preferred way of operating. Be sure to check out our services to learn more about The Accountability Circle!