Identifying the DNA of Top Sales Performers

#ALFA2014

Identify Who You Are Looking For

As defined by Dictionary.com:

A salesperson is a person who sells

goods or services

A marketer is someone who promotes or

exchanges goods or services for money

#ALFA2014

Job Ads:

• Should speak to the job

seeker in 5 seconds

• Briefly summarize

responsibilities and

requirements

• Should focus on the

benefit of working for the

organization

Job Descriptions:

• Should map out all job

responsibilities and

should be reviewed with

final candidates only

• Should clearly identify

performance

expectations and how

the individual will be

paid based on

performance

#ALFA2014

Breaking Down the Job Ad

• Whose attention are you trying to

capture?

• What’s beneficial about working for

your company?

• Brief summary of the job

• Job requirements

• These should be used as a

screening process

#ALFA2014

Sample Job Ad

Wanted: Driven sales professional with the ability to increase

occupancy.

We’re an innovative Senior Living organization striving to

impact seniors lives everyday. You are an empathetic sales

superstar hungry to sell services which enrich lives. Just

think about what we could accomplish together? For good

measure we have a competitive compensation plan, superb

benefits and a top notch company culture to rival any

organization.

We need you to work with our current lead stream to increase

occupancy and more importantly, improve lives. We set high

expectations with even greater rewards, so if you are ready

for a challenging opportunity e-mail your resume to….

#ALFA2014

Job Description: Responsibilities

What are they responsible for in this

role?

• Income Producing Activities: • Lead generation

• Incoming calls

• Tour prospects

• Follow up calls

• Database management

#ALFA2014

Job Description: Defining Expectations

Expectation of Sales Activities:

• 10 referral source sales calls per week

• 50 call outs (voice to voice or e-mail) per week to

the database

• 1 home visit per week

Expectation of Conversions:

• Inquiry to Visit- 50%

• Visit to Deposit- 35%

• 1st Visit to Deposit- 15%

• Visit to Move In- 35%

#ALFA2014

Job Description: Competitive Compensation

• Salespeople want to control their

earnings potential

• Low base/HIGH incentives

• Zero Lost Revenue Days Incentive

• At least 1 sale per month should be

built into their base salary

• Earning potential should drastically

increase from 4 to 5 move ins, then

again at 7, and then again at 10+

#ALFA2014

Pre-Screen Interview Questions

• So far in your career, what’s been your

favorite job?

• What was your favorite part of the job?

• What was your least favorite part of the

job?

• When someone doesn’t agree with your

proposed solution, what do you do?

• How do you like to be motivated?

• In order for you to consider a day

“accomplished” what needs to happen?

#ALFA2014

Situational Interview Questions

• Let’s say your prospect is telling you they

are definitely coming to your community,

but they need to sell their home first.

What would you set as a next step?

• Disagree with one of the candidate’s

answers

• What do you do when someone just wants

information sent without booking a visit?

• What’s your system for closing? How do

you set next steps?

#ALFA2014

DISC Assessment and Motivators

#ALFA2014

Motivators

#ALFA2014

Recap

• Define the position

• Set measurable expectations

• Pleaser vs. Adviser

• Behavioral assessment

• Motivators

#ALFA2014