Les Mills

We’re continuing to grow … and grow and grow.  These are Erin Kelly’s first words in her interview with Justin.

Erin and Justin discuss the journey that the East-coast division of the world’s largest group-fitness provider has been on over the last couple of years.

Over this time, Erin has reduced her field sales team from 10 to just a few — and transferred the remaining salespeople from commission to salary.

She has built a dynamic inside sales team and made this team the locus of the overall sales function.

And she has built an event program that generates 50% of the region’s sales opportunities.

This interview also contains an interesting discussion of growth opportunities within fitness clubs.