This session will discuss how providers can create exceptional results by adjusting their CRM settings to track significant and specialized metrics within their Sales Operation, and then managing teams toward those metrics. Pat Cokingtin of Americare will discuss her decades-long practice of managing sales counselors to close for Next Steps that Make Sense, allowing her teams to demonstrate their skill at Activating Prospects and then Retaining them in the sales pipeline. Ramona Wilt of Presbyterian Homes Illinois will discuss the remarkable results her portfolio achieved when they focused their attention on the specific effort of Resurrecting prospects from a very old and underused database, generating millions of dollars in extra sales by leveraging old lead generation spending. Ramona will also review additional adjustments her team has made to track the growth of Referral networks as a specific sales effort. As the moderator, John Greaves of Next Step Sales Management will offer practical and simple ways for attendees to apply these ideas within their own sales operations.
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Learning Objectives:
Active Prospects: Define the Active Prospect metric and discuss the impact of tracking and managing teams to an expected number that meets your occupancy goals
Activation: Empower Sales Counselors to skillfully activate prospects in the sales pipeline by scheduling an initial Next Step
Retention: Strategize and Coach teams to maintain Active Prospect status by scheduling ongoing Next Step commitments
Resurrection: Implement effective strategies to resurrect prospects from underused databases, maximize sales opportunities and leverage past lead generation spending
Referral: Track and measure the growth of referral networks as a specific sales effort, ensuring continuous expansion and fostering new business opportunities
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