If you’re a sales manager in the senior living or 55+ active adult market, you know that successful sales performance goes beyond just meeting quotas. It’s about building strong relationships, listening to the needs of potential residents and delivering an unmatched living experience. But how do you measure these elements of sales performance success?
Aligning metrics with annual goals
As a sales manager, you’re probably used to working with annual targets. But breaking down these big goals into manageable, measurable monthly and weekly milestones is where the magic really happens.
Weekly and monthly targets: Sales activities
Now, let’s talk about activities. What kind of weekly and monthly sales activity goals should you be setting for your sales team? It’s not just about the number of sales but also the activities that lead up to a sale. Based on your team’s inquiry-to-tour and tour-to-sale ratios — which you can measure from your Customer Relationship Management (CRM) database — you can establish goals that are aspirational, yet achievable, based on current and historical performance.
Measuring sales performance: More than just numbers
You’ve set your goals and you know what sales activities to monitor. But how do you ensure your team is consistently working towards these targets? Accountability is key.
Regular check-ins are a must. Whether these are weekly team meetings or one-on-one sessions with team members, they provide opportunities to review progress, address challenges, role play prospect next steps and celebrate victories.
Measuring sales performance isn’t a one-size-fits-all endeavor, especially in the 50+ market. It’s a balance of setting achievable goals, tracking the right metrics and maintaining accountability. But with these tips in mind, you’ll be well on your way to fostering a high-performing sales team that delivers the best for your community.