The success of your sales operation depends on whether your teams are doing enough, well enough, to meet your occupancy goals. Next Step Sales Management is a way for you to see your opportunities for improvement, and manage toward a better future.
This is much more than skills-based training for sales counselors. We train your organization to use a common language of sales, to allow information and forecasts to flow accurately through the organization, and to recognize performance gaps before they cost you occupancy drops.
With Next Step Sales Management, your success becomes scalable and repeatable...truly a formula for successful occupancy management.
We help you break down the different sets of skills you need from your team and configure your CRM system to give them credit (and clarity) for growth in each area. A quick analysis of your open apartments and turnover rates allows you to set a goal for move-ins, and the system projects how your pipeline should look in order to reach your goal.
Our system is remarkably simple: each sales team manages for a specific number of Active Prospects needed to meet their goal. What's an Active Prospect? It's someone who has had at least one conversation with your team, and who has agreed to a Next Step, a date and time commitment to meet again.
Getting enough Active Prospects isn't just based on new leads...your team will depend on four different skill sets to keep enough Active Prospects on their board: Activation, Retention, Resurrection and Referral.
Measuring and optimizing performance across each of these metrics creates a focused, engaged and motivated sales team.
We partner with clients and commit to a successful outcome. We start with Executive Operations and work with you to optimize your CRM to provide relevant and actionable information.
We train community leaders, along with regional sales and operations leaders, to understand their roles in the sales operation and to recognize performance excellence and performance gaps. Then we work directly with sales teams in a training environment followed by six weeks of intensive weekly coaching to build proficiency in each of the skill sets.
After our initial campaign, we offer quarterly onboarding workshops for new sales counselors, regular advanced workshops for specialty skills or high-level training, an online learning center for specific training or remedial review.
There are four phases associated with learning and mastering a new skill:
John Greaves demonstrates these phases in his opening comments at a two-day Selling Skills workshop.
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