Sales objectives: 3 levers and an action plan for coaches

Coaches, studios and small venues succeed when their sales objectives are clear, monitored and achieved. This guide gives you 3 concrete levers and a 30-day action plan to transform your pipeline into recurring revenue, without jargon.

With EKKLO, you create your offers, plan sessions, collect, track progress and centralize messages in one place. Discover the platform and its resources at https://info.ekklo.com/.

1) Set the right course: useful (and achievable) sales objectives

Clarify your revenue model

• Your sources: subscriptions, notebooks, 1:1 sessions, small groups, workshops, events.
• Average target basket: how much per client per month?
• Target mix: 60% recurring (subscriptions), 40% margin (upsells and workshops).

Example: monthly objective €6,000. 80 subscribers at €49 = €3,920. €2,080 is missing: aim for 26 premium sessions at €80 and 3 workshops at €120.

Write SMART objectives

• Specific: “Sign 20 new subscribers 2x/week”.
• Measurable: conversion rate, average basket, recurring turnover.
• Achievable: based on your traffic and your current closing rate.
• Realistic: stage/room capacity, slots, equipment.
• Temporal: 30/90 day horizon.

Simple formula: Sales objectives = (leads x appointments%) x (closing%) x (average basket)

Build readable offers

• 3 levels max: Essential, Plus, Pro.
• Visible benefits, no hidden options.
• A clear “best choice” to guide the decision.

Need pack ideas? Get inspired to create attractive offers and packages for your customers and adapt them to your audience.

Anticipate seasonality

• Pic: back to school, spring; low: summer, end of year.
• Prepare your promotions and challenges 30 days in advance.

EKKLO tip: create your offers and promotional codes in the tool, plan the publication and link them to your schedule to limit exchanges.

2) Price and margin: earn more with each sale (without selling more hours)

Calculate your cost per session

Total monthly cost (rent, utilities, hardware, software, transportation) / billable hours = floor cost per hour.

Add your target margin (30-60%) to get a sustainable rate. Your sales objectives must be based on prices that protect your margin.

Premium and upmarket pack

• Basic: 1 session/week + minimal follow-up.
• Plus: 2 sessions/week + personal plan + unlimited messages.
• Pro: 2 sessions/week + personal plan + nutrition + assessments monthly.

Position your “Plus” as the best choice. Keep the “Pro” to boost the value anchor.

Subscriptions + additional services

• Upsells: InBody assessments, nutrition, mobility workshops, duo sessions.
• Cross-sell: 21-day challenges, masterclass, weekend courses.

Example: pass 20% of customers from the Basic plan to the Plus plan may be enough to achieve your sales objectives for the month.

Quick numerical example

• 60 subscribers at €59 = €3,540.
• 15 upgrades at €89 = +€450.
• 18 premium sessions at €80 = 1 440 €.
• 2 workshops x 12 participants x 25 € = 600 €.
• Total: 6,030 € (sales target achieved).

3) A simple pipeline: from first contact to sale

Generate qualified leads

• Lead magnets: discovery session, mobility check-up, PDF mini-guide.
• Channels: Instagram/TikTok, Google Business, local partnerships.

Place a direct booking link on each content. With EKKLO, your forms, payments and messages are connected.

Qualify in 3 questions

• Main objective (weight loss, performance, health)?
• Availability/week and preferences (1:1, duo, small group)?
• Injury/stoppage history?

Propose a clear offer in 2 minutes

• Reframe the objective, reformulate the plan.
• Offer 2 options max and a starting slot.
• Cash the deposit immediately to secure the place.

Onboarding that reassures

• Welcome message + checklist before session 1.
• Auto SMS/email reminders + link to your schedule.

Middle of article: to save time and meet your sales objectives without multiplying tools, see how automate your coaching business.

4) A schedule that sells: capacity, no-shows, fluidity

Reservation rules that protect your income

• Cancellation deadline: 12-24 hours.
• Automatic waiting list.
• Prepayment required for workshops.

In EKKLO, link your offers to your slots, activate reminders and the waiting list to maximize the occupancy rate.

Reduce no-shows (-40% targeted)

• Reminder D-1 + D-0 (SMS/WhatsApp).
• Welcome message with access map and parking.
• Clear cancellation policy, sent upon registration.

Optimize capacity

• Small group 3-6 people = high margin/hour.
• Duplicate the most requested slot.
• Close slots with low occupancy rate (<40%).

Make the purchase obvious

• “Reserve” button everywhere: bio IG, Google Business, site.
• One-click payment. Instant confirmation.

The simpler it is, the more achievable your sales objectives become.

5) Follow-up and follow-ups: transform the “I'll get back to you”

A sufficient mini-CRM

• Contact sheet: objective, proposed offer, last action.
• Tags: “Hot prospect”, “To be relaunched D+7”, “Upgrade possible”.

Rate of follow-up that respects and converts

• D+1: “Do you have any questions?” + proposed slot.
• D+7: customer testimonial + new discovery session.
• D+30: limited offer (upgrade -10% or free workshop).

Messages that help you decide

• Realistic “Before/After”, 1 good nutrition practice, reminder of the plan.
• Always propose the next concrete step (niche/workshop).

Automate without dehumanizing

• Email + SMS sequences, then personalized voice message.
• Quick answers to frequently asked questions.

Tip: centralize payments and messages on https://info.ekklo.com/ to track history and reduce omissions.

6) Drive by the numbers: 6 KPIs for your sales objectives

1. Appointment rate → sale

Objective: 40-60%. Action: simplify your offers, limit to 2 choices, add social proof.

2. Average basket

Objective: +15% in 90 days. Action: propose an upgrade for each assessment.

3. Slot occupancy rate

Objective: 70-85%. Action: duplicate the star slots, delete the “holes”.

4. Monthly recurring turnover (MRR)

Objective: 60-70% of turnover. Action: strengthen subscriptions + engagement.

5. Customer Lifetime (LTV)

Goal: 6-12 months. Action: monthly reviews + quarterly challenges.

6. Churn (terminations)

Objective: <4%/month. Action: preventive reminder D-14 before end of subscription.

Follow these 6 digits every week. Your sales objectives will be visible and manageable.

7) 30-day action plan to move from intention to sales

Week 1 - Offers and prices in place

• 3 clear offers (Essential/Plus/Pro) and a signature workshop.
• Aligned prices margin: recalculation cost/session + +30-60%.
• Sales pages ready with online payment.

Partial sales objective: sign 5 “Plus” subscriptions.

Week 2 - Pipeline: attract and convert

• 1 lead magnet (discovery session or mini-check-up).
• Script qualification in 3 questions.
• Configured reminders D+1/D+7.

Objective: 20 appointments booked, 8 sales.

Week 3 - Planning that sells

• Automatic reminders activated, waiting list, cancellation policy.
• Duplicate full slots, close weak slots.
• Duo pack launched to boost the occupancy rate.

Objective: +15% occupancy, 6 additional sales.

Week 4 - Build loyalty and increase the basket

• Monthly review offered to newbies subscribers.
• Upgrade proposal to 100% of “Essential” customers.
• Sale of a weekend workshop (limited to 12 places).

Final objective: sales objectives for the month achieved + MRR +10%.

“To remember” block

• Sell fewer hours, more value: structure Essential/Plus/Pro.
• Simplify: 2 choices, immediate payment, slot offered.
• Anticipate: reminders, cancellation policy, waiting list.
• Measure 6 KPIs every week and adjust.
• Automate reminders to secure your sales objectives.

Conclusion

Achieving your sales objectives is not a question of luck, but of structure, clear messages and regular follow-up. EKKLO brings together your offers, your schedule, your payments and your messages so that each step is fluid. Explore the platform and its practical resources at https://info.ekklo.com/.

To accelerate your first results, also read how get your first 3 clients when you start as a coach and launch your 30-day plan today.