Are members of your senior living sales team struggling with low morale? If so, you might have noticed that low morale coincides with unmet sales goals and drops in leads and move-ins.
It’s no coincidence that your sales decline along with morale. According to Gallup’s 2022 State of the Global Workforce Report, companies experiencing high employee morale were 17% more productive and 21% more profitable. Therefore, identifying and boosting low morale is crucial to leading a happier, more engaged, and more successful team.
Signs and Causes of Low Morale in Your Senior Living Sales Team
Morale can be defined as how employees feel about their roles and work environment. Your senior living sales team may need help with responsibilities. They’re likely under significant pressure to move prospects through the sales funnel, secure deposits, and meet occupancy goals.
On any given day, they may juggle walk-ins, planned marketing events for professional referral sources and prospects, and nurturing leads who aren’t quite ready to commit. Any of these reasons can cause low morale.
You’ll want to watch for signs of low morale within your team, including the following examples:
Tardiness and absenteeism
The negative feelings your salespeople may have toward their role and the team may surface during interactions with leads. They may miss important meetings or booked tours.
A salesperson experiencing low morale may also neglect to follow up on calls, emails, or other communications. The results could mean fewer leads, and it could harm the cohesiveness of the entire sales team.
Ways to Boost Engagement and Morale in Your Salespeople
What can you do to improve the morale of your sales team, then? The best way is to prevent low morale before it starts. However, if you’re already in the midst of it, here are a few tips:
- Talk to your employees. Ask how things are going and how they’re feeling about their job. Seek feedback on ways you can help them.
- Give them the tools they need to succeed. Once you hear from them, provide your team with support, training, or whatever best fills the gaps they are experiencing.
- Show your team you appreciate them. Think of creative, meaningful ways to let your sale team know they’re making a difference. Be specific and sincere with your compliments.
- Encourage team building and collaboration. Focus on the strengths each of your salespeople brings to the table. Promote connection and cooperation for a more united team.
When your sales team feels better and less stressed about their job and working environment, they’ll likely become more productive. Your sales team represents the voice and face of your company, so they must always convey the right messaging and tone.
Invest in a Lead Management Solution to Support Your Sales Team
How else can you help lessen the workload and improve the morale of your senior living sales team? You can invest in tools that remove some of the pressure they face when responding to and nurturing new leads.
One helpful tool is a lead management system, often referred to as a call center but so much more! A call center with trained senior living experts can be beneficial in many ways.
An effective lead management solution will do the following:
Manage leads generated from inbound calls
Work with your CRM, marketing automation platform, and SMS platform
Manage website leads and form fills
Make calls to re-engage older leads
Conduct post-tour follow-ups
Explore LeadGenie, a Fully Customizable Lead Management Solution
We invite you to explore LeadGenie, our complete lead management solution that will help improve the morale of your sales team and boost your tours and move-ins. LeadGenie offers virtual sales support, providing quick and persistent responses to your leads.
We do this through a customized approach free of long-term contracts and one-size-fits-all packages. You decide what works best for you! Book a no-obligation consult today!