ABOUT ARGENTUM
ADVOCATE
EDUCATE
INNOVATE 2
Scaling for Growth: Customizing a Sales Specialist Role for Immediate Impact
Presenters Dewling
Fara Gold and Mary
Fara Gold Vice President of Sales for Symphony Senior Living A student and coach of Covey and Servant Leadership principles, Fara believes a Socratic approach to “asking versus telling” is the best way to influence others to adopt new ideas and dynamic strategies. Fara is the Host of Steve Moran’s new Senior Housing Forum, Women in Senior Living, video series launching in 2019.
Mary Dewling Vice President of Sales for Benchmark Senior Living Mary’s superpower is her ability to study human behavior and motivate others to take transformative action. With 20+ years of experience in senior living sales and operations, Mary is changing sales operations and culture to support happy residents and families while maximizing revenue. 4
Cultivating a Collaborative Sales Culture Starts with Trust and Support Available Promote and empower your team Hold people accountable Training and tools Reward and recognize
5
Key Attributes What to look for… • • • • • •
Move Fast Kill it at Closing Remove obstacles Want immediate results Want to win Smart placement 6
Identifying a Sales Specialist Sales Specialists Stand Out Sales Specialists emerge as consistently competitive with themselves and others with a desire for continuous occupancy improvement to exceed goals.
Exceeds Expectations Problem SolverIndependent
Maverick
7
Scaling for Growth
8
Key Benefits of Sales Specialists Internal Brand and Culture champions Achieve immediate results through their laser focus on sales only sales Communication and real-time bridge to the management team One-time collaborators or on-going sales resource
9
Key Highlights Sales Indicators DCR turn has been cut in half year over year ! Move in pace is running 5% ahead YOY and 20% ahead of 2016! • Completely driven by permanent, not respite move ins! • Conversion rate of tour to move in has increased from 17% to 24%. 75% of the core communities grew census YOY! Growth of 156 residents since Q2 2017!
10
Incentives and Rewards Customize Incentives Options
Occupancy Net Gain
Revenue Net Gain
Enhanced Community Compensation
X
X
Monthly, Quarterly, and Annual Bonuses and Commissions
X
X
Special Titles, including, “Sales Specialist” or “Senior”
X
X
PTO or Additional Vacation
X
X
Flexible Work Schedules
X
X
Retreats and Specialty Events
X
X
Special Recognition via Internal and External Marketing Communications
X
X
11
Success Example Example Nine Community Portfolio/Market Area 80% overall occupancy 12 new community sales leaders One community at 50% occupancy One community at 100% occupancy
Results Achieved overall 93% in six months Community Management Teams went on a cruise. Sales Specialist exceeded her incentive and bonus plan.
12
Contact Information Fara Gold, VP of Sales for Symphony Senior Living fara@symphonyseniorliving.com 503-877-8280 Mary Dewling, VP of Sales at Benchmark Senior Living www.benchmarkquality.com
Reach out to us on LinkedIn too! 13
Questions?
14