Most salon team targets don't work. Either they don't exist, they're random numbers that sound good, or - here's the killer - everyone hits their individual targets and the salon STILL misses its numbers.

That's because individual targets don't add up to the salon target.

THE FOUR MEASURES (Track these, nothing else)

Stop tracking 17 things. Your salon software has too many reports and it's confusing. Track these four for every team member:

MEASURE 1: SERVICE REVENUE

How much money each team member puts in the till from services.

Work BACKWARDS from your salon target:

- Salon needs £50k/month

- 4 team members

- £50k ÷ 4 = £12.5k per person

If everyone hits £12.5k, salon hits £50k.

MEASURE 2: RETAIL (Units, not revenue)

How many products did they sell?

Why units? Selling 15 shampoos is harder than selling one set of expensive straighteners. We're measuring the HABIT of retailing.

MEASURE 3: UTILIZATION

Percentage of column full with paying customers.

Target: 80-90% (85% is sweet spot)

- 100% = no breathing room, stressed model

- Below 70% = not making money

MEASURE 4: REBOOKING OR RETENTION (Pick one)

Rebooking: Percentage who rebook before leaving

Retention: Percentage who return within service cycle

Pick REBOOKING - you see results faster. Most retention reports are unreadable.

Target: 60%+

THE THREE-LEVEL SYSTEM (Makes it motivating)

Each measure needs THREE numbers:

TARGET: Challenging but achievable (15 retail products/week)

CELEBRATION: Above target (20 products/week)

When they hit this, recognize it publicly. Gives high performers something to stretch for.

MINIMUM ACCEPTABLE: Below target (10 products/week)

Don't mention in 1:1s. It's YOUR internal line - when coaching isn't working and you need a capability or disciplinary conversation.

THE 1:1 STRUCTURE (10-15 minutes max)

"Your four numbers from last week:

- Service revenue: £1,300 (target £1,250) ✓

- Retail: 12 units (target 15) - slight miss

- Utilization: 87% (target 85%) ✓

- Rebooking: 58% (target 60%) - close

What challenges? What should we focus on?"

Done. 10 minutes.

Frequency: Monthly if performing well (around payday). Fortnightly or weekly if struggling.

THE COACHING TOOLKIT

For each measure, have 3-5 tactics to coach:

Service revenue low? Upsell treatments, extend appointment times, fill gaps

Retail low? Prescribe like a doctor, show product during service, explain results

Utilization low? Increase rebooking, reduce cancellations, fill last-minute gaps

Rebooking low? Pre-book at till, create urgency, review service quality

Targets without coaching toolkit = pointless.

THE BIGGEST MISTAKE

Individual targets don't add up to salon targets.

ALWAYS work backwards from salon target. If everyone hits individual targets, salon should hit its targets.

COMMISSION VS TARGETS

Don't coach people toward commission targets. Commission should MOTIVATE them. If you have to coach them to hit commission, the commission structure isn't working.

Coach them toward SALON targets - what YOU need them to achieve.

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📊 RESOURCES:

Salon Spark: https://salon-spark.com

💬 WORK WITH ME:

1:1 Coaching: https://buildyoursalon.com

🎧 WATCH:

YouTube: https://youtu.be/o5ErCGsd2w8

CHAPTERS:

0:00 - Why Most Targets Don't Work

1:20 - Problem 1: No Targets

2:12 - Problem 2: Random Targets

3:02 - Problem 3: Don't Add Up

3:52 - Problem 4: No Coaching

4:44 - Four Measures Only

5:42 - Why Separate Service/Retail

6:39 - Retail: Units vs Money

7:32 - Utilization (85% Sweet Spot)

10:03 - Rebooking vs Retention

10:56 - Three-Level System

12:39 - Minimum Acceptable Line

13:37 - Coaching Toolkit

#salonteamtargets #salonKPIs #salonmanagement

Questions? phil@buildyoursalon.com