Glass Court Swim and Fitness Sales Representative

Job Description

Job Description

Benefits:

• Bonus based on performance

Glass Court Swim and Fitness Sales Representative

Detailed Internal Role Description
Club Type: Racquetball Aquatics Fitness Caf
Company: Zalexy Group (club-level assignment: Glass Court Swim and Fitness)

Job Description

The Membership Sales Representative is responsible for generating new memberships, converting leads into members, and supporting revenue growth across all club programs. This role executes the full sales process, from lead follow-up and tours to closing and onboarding, while delivering a high-quality, service-oriented experience.

This is a results-driven, front-line sales role with direct accountability for sales activity, conversion rates, and individual revenue production.

**Candidates with prior fitness club or membership-based sales experience are strongly encouraged to apply.

Reporting Structure
Reports To
Leadership Team

Works Closely With
Front Desk Team (lead capture, guest check-in)
Aquatics, Fitness, and Racquetball Leads (program sales support)
Marketing Team

Core Role Expectations

1) Membership Sales Execution

Meet or exceed monthly individual sales goals
Follow up on all assigned leads (calls, texts, email) within required timeframes
Conduct club tours and present membership options effectively
Guide prospects through the decision-making and enrollment process
Consistently ask for the sale and handle objections professionally

2) Lead Management and Follow-Up

Maintain an active pipeline of prospects (walk-ins, web leads, referrals)
Execute structured follow-up cadence for all leads and tours
Re-engage inactive and past prospects
Ensure all lead activity is accurately tracked in CRM

3) Tour and Conversion Standards

Deliver a consistent, high-quality tour experience aligned with club standards
Personalize tours based on prospect needs (fitness, aquatics, family, etc.)
Clearly communicate membership value, pricing, and promotions
Achieve target tour-to-join conversion rates

4) Program and Ancillary Sales Support

Promote and sell:

• Club Memberships
• Swim lessons and aquatics programs
• Racquetball leagues and clinics
• Personal training
• Camps and seasonal programs
  Identify opportunities to bundle services with memberships

5) Member Onboarding Support

Ensure new members feel welcomed and supported during enrollment
Coordinate smooth handoff to operations/department leads
Reinforce first-visit expectations and next steps

6) Community and In-Club Engagement

Participate in outreach efforts, events, and promotions as assigned
Generate referrals from current members and guests
Support in-club marketing efforts (events, promotions, signage awareness)

7) Sales Systems and Accountability

Maintain accurate and up-to-date CRM records
Track daily activity (calls, appointments, tours, joins)
Follow all sales scripts, processes, and response-time standards
Participate in regular sales meetings and performance reviews

Qualifications & Preferred Experience
Required Qualifications

Strong communication and interpersonal skills
Ability to confidently present, recommend, and close sales
Organized with consistent follow-up and attention to detail
Comfortable working toward daily, weekly, and monthly sales goals
Ability to work evenings, weekends, and peak club hours as needed

Preferred Experience (Strongly Valued)

Prior sales experience (membership sales, retail, hospitality, or service-based sales)
Experience working in a fitness club, gym, aquatics facility, or wellness environment
Background in fitness, personal training, swim instruction, or recreational programming
Experience working with families, youth programs, or community-based services
Proven ability to meet or exceed sales targets or performance metrics

What Makes Someone Successful in This Role

Experience selling a service, membership, or recurring revenue product
Ability to connect a prospects goals (fitness, family, health) to a membership solution
Comfortable in a relationship-based sales environment, not just transactional selling
Balances hospitality with sales confidence (welcoming, but knows how to close)

KPI Dashboard (Individual Performance)

Sales Funnel Metrics
Leads contacted within 24 hours
Appointment set rate
Tour show rate
Tour-to-join conversion %
Total new memberships sold

Activity Metrics
Calls, texts, and follow-ups completed
Appointments scheduled
Tours conducted

Revenue Contribution
Membership sales volume
Program add-ons / upsells
Referral-generated memberships

30 / 60 / 90-Day Goals

First 30 Days Learn Systems and Sales Process

Primary Goal: Build foundational knowledge and begin selling.
Objectives
Learn membership options, pricing, and promotions
Train on CRM and lead follow-up expectations
Shadow tours and sales interactions
Begin handling inbound leads and conducting tours

Deliverables by Day 30
Demonstrate ability to run a full tour independently
Consistent lead follow-up activity
First membership sales closed

Days 3160 Build Consistency and Conversion

Primary Goal: Improve sales confidence and conversion rates.
Objectives
Increase tour volume and closing ability
Execute consistent follow-up cadence
Begin generating referrals
Participate in outreach or events

Deliverables by Day 60
Meeting or approaching sales targets
Consistent CRM usage and activity tracking
Improved tour-to-join conversion rate

Days 6190 Achieve and Sustain Performance

Primary Goal: Consistently hit sales targets and maximize revenue opportunities.
Objectives
Maintain strong pipeline and daily activity levels
Improve close rate and upsell effectiveness
Contribute to team sales goals and initiatives

Deliverables by Day 90
Consistent achievement of monthly sales targets
Strong conversion metrics
Active contribution to referrals and program sales