Publications

Presented by Kathy Arena, Membership Director, Waverly Oaks Athletic Club

Membership and non-dues revenue rely on an effective sales strategy… along with an engaged sales team. And they key to an engaged and successful team lies in how you coach them.

In this IHRSA 2020 preview webinar, Waverly Oaks Athletic Club’s Kathy Arena will share best practices and new ideas for engaging your sales team. Arena—who has increased her club’s membership from 1,800 to 4,700 in the last four years—will focus on four areas of sales techniques, including asking the right questions and soft sales skills.

By the end of the webinar, you’ll have strengthened your own sales skills while learning how to improve how you manage your team. To take your sales coaching even further, don’t miss Arena’s IHRSA 2020 session, “Effective Sales Coaching for a Winning Sales Team.”

Learning Objectives:

  • Provide coaching for soft skills
  • Best practices for effective one-on-one coaching sessions
  • Tips for selling to four core personality types
  • Create powerful conversations and ask great questions

“Both what we are coaching our teams and how we are coaching them are equally important for their success. Whether you are new to fitness sales or have been doing it for years, keeping your coaching content and skills sharp is priceless.”

Kathy Arena, Membership Director

Waverly Oaks Athletic Club – Waltham, MA

Presenter Profile:

Kathy Arena has always loved movement and exercise. She opened a dance studio during her senior year of high school and ran her business for 10 years. She then danced professionally in London during the year she spent there as an exchange student. After selling her business, she became a leadership trainer for a national training and development organization, directing three-month leadership programs and traveling throughout the country as one of the company's top 10 guest event speakers.

Arena entered the fitness industry in 2008 and in the last 11 years has held the positions of director of sales, corporate sales manager, general manager, and regional membership director. She is currently the membership director for Waverley Oaks Athletic Club in Waltham, MA, where she has increased membership from 1,800 to 4,700 in the last four years.

For more on sales coaching strategies, don’t miss Arena’s IHRSA 2020 session, “Effective Sales Coaching for a Winning Sales Team.” See the full agenda for IHRSA 2020, March 18-21 in San Diego, CA.