The first order of business in a Next Step Sales Management campaign is to get all levels of your Sales Operation working and communicating clearly with a Common Language of Sales. We help you configure your CRM system to incorporate the Common Language and track activities and outcomes across key performance areas.
After we work with leaders, we train sales teams in a workshop setting.
Our coaches are experienced senior living professionals who demonstrate through coaching how to keep a team focused on the essentials and to grow in their proficiency. In a series of six weekly sessions, your coach will help you quickly identify performance gaps and point you to resources and techniques to address those gaps through Plans of Action each week.
Our Next Step Board application pulls data directly from your CRM system to display your Sales Pipeline, your Active Prospects and your Sales Forecast clearly and accurately. This tool allows leaders to assess teams at a glance, and allows sales counselors to "self-correct" throughout the week. Because all information is updated hourly from your CRM, you can expect full reporting compliance.
Sales is a complicated set of skills that develop over time, with awareness followed by practice. Our Learning Center tracks progress for every enrolled individual, and serves as an ongoing resource throughout a sales counselor's career. Every module supports a specific performance metric, so you can focus your effort on where you have the most improvement opportunity.
As our clients grow and bring on new Sales Counselors, Executive Directors or Sales Leaders, we offer onboarding sessions and workshops to accelerate getting up to speed. Attending a workshop is a great way to get clarity on your role, responsibilities, and a path to proficiency in a fun setting with peers. Workshops are quarterly, so any new hire can attend one within 90 days of starting.
Our curriculum is constantly evolving and our clients remain engaged with us through advanced, or specialty-based workshops. With topic-based workshops like Advanced Discovery and Overcoming Objections, or Building Your Reciprocal Referral Network, your team can continue to grow and hone their skills. We also offer specific workshops for Executive Directors and Sales Leaders.
We offer specialty webinars on a wide range of topics, from conducting difficult conversations to using storytelling techniques or finding your community's Points of Difference. Webinars have become an important tool to prepare for in-person training or to give a team a refresher from afar. Custom webinars can be stored in your Learning Center for future use by your team.
Our clients get ongoing support with scored mystery shops geared to showcase their new skills and celebrate growth. Shops are conducted, scored, and most importantly, include coach's notes with suggestions for improvement. With options for online inquiry, community phone inquiry or in-person shops, your team can get a clear and unbiased measure of their improvement over time.