Today the Sherpa Data Team published the latest figures and trends from the Sherpa Universe of data, a follow-up to last month’s first-ever Sales Performance Report. The latest edition includes June data and shows how senior living sales teams in the US have responded to the easing of restrictions and a transition to a “new normal” throughout the industry.
What we found is that many of the sales behaviors and strategies, ones related to Prospect-Centered Selling® that do not require in-person interaction, have flourished. Sales counselors who cultivated trust and connection through virtual or voice-to-voice interactions may have found that once communities were allowing move-ins again, their prospects were ready.
This data report analyzed sales interactions for more than 82,000 senior living units across the US for independent and assisted living as well as memory care. This report covers:
- The volume and impact of activities such as virtual tours on sales conversions
- Outcomes including the average move-ins per community per month compared to 2019 averages
- How time was spent in the Selling Zone and the Outreach Zone
Register to download the July 2020 Sales Performance Report
For additional context, you can watch a recent webinar between Sherpa and the UK’s Associated Retirement Community Operators (ARCO) that covers sections of the report and introduces concepts including Time in the Selling Zone®.7