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Covid-19 Sales Performance Report – July Update

August 06, 2020 by Sherpa
Sherpa Sales Performance Report

Today we’re releasing the latest in a series of data reports focused on how Covid-19 has affected senior living sales. The Sherpa Data Team analyzed figures from July 2020, comparing them to the same month last year as well as the period most affected by the Covid-19 pandemic so far (March-June 2020). You can download or read about our previous report here.

The sales performance results for July showed mostly positive trends when compared to the previous few months when new leads went down and tours, visits and move-ins were limited. During this time, sales activities such as phone conversations and virtual tours became a bigger part of the sales process.

Some key takeaways from the report include:

New leads: July’s new lead volume improved compared to March-June but was 23% lower than in July 2019. We are focusing a greater proportion of TSZ on new versus existing leads. 

Time in the Selling Zone: In July 2020, total Time in the Selling Zone increased following the months most affected by Covid-19. Yet the total TSZ for July 2020 was 15% lower than the total for July 2019. Compared to July 2019, we worked more leads and spent less time on each one.

Outreach: Total Time in the Outreach Zone increased slightly in July compared to the months that preceded it (March-June) but is still 29% lower than it was in July 2019.

Virtual tours: There was a 13% increase in the volume of virtual tours in July compared to March-June.

Outcomes: July saw positive net move-ins for the first time since March 2020.

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