Monitoring Check Averages: A Key to Teaching Your Team How to Build Sales

 In the fast-paced world of quick service restaurants (QSRs), increasing sales isn't just about getting more customers through the door—it’s about maximizing the value of every transaction. One of the most effective ways to do this is by monitoring check averages.

Tracking and analyzing check averages gives you crucial insights into customer spending habits, identifies opportunities for upselling, and helps train your team to increase revenue without adding extra operational costs. The restaurants that master this technique see consistent sales growth and a healthier bottom line.

So, how do you monitor check averages effectively? And more importantly, how do you use this data to teach your team to drive sales? Let’s break it down.

What is Check Average and Why Does It Matter?

A check average (or average ticket size) is the total sales divided by the number of transactions over a given period.

For example, if your QSR generates $5,000 in sales across 500 transactions in one day, your check average for that day is $10 per transaction.

Tracking this metric regularly helps you:

  • Identify sales trends and peak revenue times.

  • Spot opportunities for upselling and cross-selling.

  • Set realistic revenue goals for your team.

  • Improve menu pricing and promotions based on purchasing behavior.

  • Ensure your restaurant maximizes sales potential without adding more labor costs.

How to Track Check Averages

Monitoring check averages should be a daily priority. Here’s how to do it effectively:

✅ Use Your POS System – Most modern POS systems automatically calculate check averages. Review reports daily to identify trends.

✅ Break It Down by Shift & Day – Track check averages per shift and per day to recognize patterns. Are dinner shifts performing better than lunch? Do weekends see higher spending?

✅ Segment by Order Type – Separate dine-in, drive-thru, online orders, and delivery. Each channel may have different spending habits.

✅ Compare Employee Performance – Identify which team members have higher check averages and learn from their approach.

✅ Review Trends Over Time – Are your check averages increasing or decreasing? If they’re stagnant, it’s time to implement a new sales strategy.

Teaching Your Team to Increase Check Averages

Once you have a clear understanding of your check averages, it’s time to train your team to improve them. The goal is to increase sales without being pushy, ensuring that guests feel valued rather than pressured. Here’s how:

1. Train Staff on Upselling Techniques

The easiest way to boost check averages is through suggestive selling. Customers often don’t know what they want until it’s presented to them. Train your staff to:

  • Offer premium add-ons (e.g., “Would you like bacon on that burger?”)

  • Recommend combo upgrades (“For just $1 more, you can get a large drink instead of a medium!”)

  • Suggest high-margin items (“Our seasonal milkshake is a favorite—would you like to try it?”)

Action Item: Conduct a role-playing session with staff where they practice upselling in a natural, engaging way.

2. Leverage Menu Engineering

Your menu layout impacts customer spending. Highlight high-margin items and bundle deals to increase check averages.

  • Place best-sellers and high-margin items at the top of the menu.

  • Use visuals to make premium items more appealing.

  • Bundle items together (e.g., a family meal deal) to increase spend per order.

Action Item: Review your menu and identify ways to adjust pricing and item placement to drive higher sales.

3. Implement Daily Sales Challenges

A little competition can motivate your team to focus on check averages.

  • Set daily or weekly sales goals for upselling.

  • Offer small incentives (like a free meal or gift card) for the highest check average.

  • Post a leaderboard in the break room to encourage friendly competition.

Action Item: Start a check average competition for your staff and track progress over a month.

4. Educate Staff on Product Knowledge

Customers are more likely to order higher-priced items when employees show confidence in recommendations. Train your team to:

  • Know the ingredients and benefits of every menu item.

  • Enthusiastically recommend their favorites.

  • Understand dietary preferences and offer suitable suggestions.

Action Item: Hold weekly product knowledge sessions where employees taste test and discuss different menu items.

5. Utilize Promotions and Limited-Time Offers

Customers love exclusivity. Leverage seasonal promotions or limited-time discounts to encourage higher spending.

  • Offer a premium dessert for an extra $2 with any combo meal.

  • Introduce a “double points” day for loyalty members who order premium items.

  • Create a “secret menu” item that’s only available with a minimum purchase.

Action Item: Design a monthly promotion that encourages customers to spend a little more per visit.

6. Enhance the Guest Experience

People spend more when they feel valued. Create a positive environment where customers are excited to order.

  • Greet guests warmly and offer friendly recommendations.

  • Ensure fast, accurate service—long wait times discourage add-ons.

  • Encourage staff to personalize interactions (“Would you like to add extra sauce on the side?”).

Action Item: Secret shop your restaurant or review customer feedback to assess the guest experience.

Measuring Success & Adjusting Strategies

Increasing check averages is an ongoing process. Once you’ve trained your team, continue monitoring and refining your strategy.

🔹 Review Check Average Trends Weekly – Are sales improving? If not, identify barriers and adjust your approach.

🔹 Gather Employee Feedback – What’s working and what’s not? Employees often have valuable insights on customer reactions.

🔹 Experiment with Different Techniques – Not every method works for every location. Try new upselling approaches, promotions, and menu changes to see what resonates with your audience.

🔹 Celebrate Wins – Recognize and reward employees who successfully improve check averages. Small incentives and praise go a long way.

Final Thoughts

If you’re not tracking check averages, you’re missing a golden opportunity to grow sales without increasing operational costs. By monitoring this key metric and training your team in smart selling strategies, you can boost revenue while keeping guests happy.

Start today by reviewing your check averages, identifying areas for improvement, and implementing these action items. Your team—and your bottom line—will thank you!

Need expert guidance to implement a revenue-boosting strategy in your QSR? Email me at Bill@PrecisionConsulting.US for tailored solutions! #PrecisionConsulting.US

Comment below: What strategies have worked best in your restaurant for increasing check averages?

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