Setting the Months Sales Target

What is your Big WIG and your current variance between your goal and current number?

You need to review these number's to ensure that you are in line with the Wildly Important Goal. For example, if your Big WIG is to get 150 by the end of the quarter, a simple break down would be that you need to get 50 sales a month to hit your goal.

Its is important we take note of how many leavers we had the precious month (Net Member Movement)

If you have lost 50 members the previous month, we would need to make a target 50 or more so we are not working at a loss.  Eg. If we made 55 sales we would only be in growth of 5 memebers, hence why it is so important to take your leavers into consideration each month. Especially because you may have a month with a higher influx of leavers. 

See what was the clubs target last year, and how many Sales they got

This is important to help keep your target realistic month by month as some months we see a trend of success every year, whilst others no matter how hard we try can be a little more mediocre . For example, going with the above target of 150 sales over a quarter:
If you are looking at Q1 it is made up of July, August and September. August is a One Day Sale month where we can hit up to double the total number of sales during that month than we normally would. However the following month of September always see's a lot of cancellations and harder sales. So when you set your targets for August and September, they are not going to be equal like mentioned above (50 sales per month) and instead you would set August with a higher target and September with a lower one e.g July = Target of 50, August = Target of 70, September Target of 30, which still totals to 150 sales for the quarter.

See what the promotion was last year, and what it is going to be this year.

This information is used similar to above. Last year the goal may have been sold memberships so a special was set up for higher sales, however this year the goal may be Turnover Based so the special will be based around value adding rather than a quick deal.