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It is important to use data to make decisions; however, the use of data requires more than just looking at numbers as good or bad. Without understanding the reasoning and rationale behind a KPI, you can struggle to use this information to effectively coach your sales teams for improvement. Often, you can be left scratching your head about why there hasn’t been improvement even though you’ve provided focused coaching. Achieving the ability to understand, develop, talk about, and coach with KPIs can be a key influencer on coaching success and improved sales results. Consistent growth in occupancy is challenging enough. Without KPIs that are impactful for your sales process and a team ready to use those KPIs to dig deeper, you are making that growth even harder.
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