Sales Sprint?

Are you in a sales sprint looking to get out of an occupancy slump in your senior living community? Well, you’ve got a choice.

You can either have more people selling. Or you can give the people who are selling, more time to sell. Do you double your sales counselors for the next 18 months? Do you take all the administrative tasks from the sales counselors that you have and apply those to other people on the team? It’s pretty simple. There’s only two ways you’re going to do it. You need to add more selling time or you need to give the people who are selling more time to sell, then inspect their performance.

What’s happening on a weekly basis? Get into that weekly sales meeting habit and drive performance through effective coaching in that sales meeting. Displacement of your best salespeople selling time on operational and resident based issues is a big no-no. If you’re telling me you’re in a sales sprint make sure you are auditing exactly where your sales counselors are spending their time. And if it’s not 60% of their time, face to face, voice to voice and actively engaged in selling behaviors with prospects and their influential family members, then you’ve got things at a whack. You might even exceed that. If what you’re really looking for is a sales sprint.

Comes down to two things. It’s the amount of time that a sales counselor has to sell, or the number of sales counselors you have actually selling.