Those who work in the senior living industry have likely met or heard Jason Rock speak. He’s given talks at industry conferences held by organizations including NIC, ASHA, FALA, SMASH, Tony Mullen Sales Symposium, and Argentum where he chaired the Sales & Marketing Roundtable from 2018-2019.
In more than a decade with Allegro Senior Living, Jason provided leadership and support as Senior Vice President of Sales & Marketing, bringing more than $275 million of new business to the southeast region.
Jason Rock is now part of Team Sherpa, having taken a leadership role as Chief Strategy Officer to support customers with an evolving and purposeful sales enablement platform. We asked Jason about his motivations and advice for sales teams in advance of his upcoming webinar, “Profitability and Equity Growth: Benchmarks of Top Sales Performers” on March 31st.
How did you get started in senior living sales?
I began my career in assisted living, as a senior living advisor. I found that I had a real passion for helping prospective residents and their families make well-informed, thoughtful decisions about a move. In the past 17 years since that first role, I’ve personally helped more than 4,000 families take the difficult and emotional leap towards a more enriching life in a senior living community.
Any words of wisdom?
I learned the most about training as a certified trainer of Professional Selling Skills®, a research-based sales training program that helps people develop universal selling skills. This is foundation from which I’ve approached Sherpa’s Prospect-Centered Selling® (PCS) methodology as the most effective way to sell senior living.
I’ve spent the past six years guiding sales teams through the process, training and metrics that drive higher occupancy and better conversions using PCS. If I could impart one learning, it would be to support one or more dedicated, professional sales roles at your community and treat selling as a crucial component of your organization’s long term success by teaching, practicing, and improving professional skill sets.
Our goal for Sherpa this year is to elevate the role of sales and show how investing in selling is crucial for recovery and growth. I’m not talking about marketing spend; we as an industry need to be investing instead training and measuring actual selling time as the defining factor for full occupancies and profitability in senior living.
Join Jason for an upcoming Senior Housing News webinar on Wednesday, March 31st from 11am – 12pm CT. This session is hosted by Sherpa and explores behaviors and strategies that have made Sherpa’s Best Performers successful, even during the Covid-19 pandemic.Register now