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Rich REWARDS

TARGETS FOR SALON STAFF

Discover smarter ways to run a beauty business with RICHARD MCCABE, lifestyle salon coach

Lifestyle SLON COACH

ABOUT RICHARD MCCABE

Richard McCabe is a salon owner turned coach, dedicated to transforming time-poor business owners into confident, profitable leaders. After building successful salons in the UK and Australia, he began sharing the systems that supported this growth. This evolved into the launch of his brand, Lifestyle Salon Coach. More recently, Richard created SAAMM (Salon AI Automated Management Machine), ‘a digital manager for salons’.

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Many salon teams are booked and busy, yet not making profit. Clear, simple targets remove guesswork and help every team member understand how to grow their column, confidence and income. In this month’s column, I share the targets nail and beauty professionals should be hitting, and advice for coaching these habits into your team.

1. Weekly revenue Each team member should generate three times their hourly rate. This ensures that their column is covering costs and producing profit. For example, someone on a £12/hr wage should generate £36/hr in service takings. Over a 30-hour week, this equals £1,080.

2. Rebooking rate (target: 65-75%) Rebooking keeps clients in a cycle and prevents gaps. Here are some rebooking cues for your team:

• ‘Let’s secure your infill now to maintain your nail shape and structure.’

• ‘We’ll get the best results if we stay consistent. Shall we book your next appointment today?’

3. Average client bill (target: +10-20%) A growing average bill shows your team are confidently recommending suitable add-ons. For nail services, these could be a builder gel upgrade, nail art, strengthening overlays or restoring skin treatments. For beauty services, add-ons might include a brow tidy, lip or chin wax, hydration mask or lash tint. Always position add-ons as a benefit, not a sale.

4. Retail sales (target: 10-15% of service revenue) Clients love homecare – when they’re shown why they need it. Examples include cuticle oil and hand cream application, SPF after a facial and brow growth serums. Here’s a weekly target example: If a staff member is earning £800 in treatments, they should be aiming to make £80-£120 from retailing.

5. New clients per month (target: 10-15% of column) New clients matter, so here are some ways staff can attract them:

• Sharing their work on social media, which should be reposted by the salon’s account. Visibility equals fresh bookings.

• Referral rewards, such as ‘bring a friend and receive a free brow tidy’.

• Promoting their service specialities on social media.

6. Client retention (target: 65-75%) New clients are exciting, but loyal clients build your business. The more cared-for they feel, the more they’ll return. Your team can boost retention by:

• Handing out aftercare cards and product recommendations.

• Sending a follow-up message 24-48 hours after an appointment.

• Creating treatment pathways, for example ‘your skin plan’ or ‘your nail strength journey’.

• Referring to notes on client preferences – from nail shape and colour to product aroma.

7. Time utilisation (target: +80%) A well-managed diary is one of a salon’s strongest profit tools. Increase occupancy by:

• Tightening service timings.

• Removing unnecessary gaps.

• Offering gap-filler promotions for quiet times.

• Creating express services to fill 20-30 minute slots.

Weekly vs monthly tracking Weekly tracking helps you notice where you need to make immediate adjustments. Monthly tracking offers insight into patterns, training needs and growth. Together, they create a predictable, healthy salon rhythm.

Getting your team on board Make numbers feel supportive, not scary for team members by:

• Holding a monthly one-to-one showing their progress.

• Celebrating improvements – even small ones.

• Showcasing how targets lead to higher earnings.

• Using simple dashboards so staff can track progress.