What Distinguishes the Top Sales Performers in Seniors Housing? An Exploration of the Key Values and Motivators of the Industry's Top Sales Performers

Watson, Russell J.; Mullen, Anthony
January 2013
Seniors Housing & Care Journal;2013, Vol. 21 Issue 1, p53
Academic Journal
In an exploratory, industry-specific study (N = 1,800) of what motivates leading seniors housing sales professionals, three key values emerged in the response pattern of top performers: utilitarian/economic, social/altruistic, and theoretical. An additional qualitative study was conducted that provided rich content from comments harvested anonymously from the industry's top-performing sales people. Several seniors housing organizations of various sizes volunteered their sales staffs to participate in the TTI/Success Insightsâ„¢ Workplace Motivatorsâ„¢ self-assessment, a globally validated assessment. Statistical analyses were conducted on the top and lower quintiles of the sales population. Salespeople are money-driven; although, in the seniors housing industry, other values emerged with equal prominence, creating a unique blend of values in the top-performing salespeople. The intent is to inform our peers of what was learned so that they may use this knowledge to increase their own sales effectiveness within their organizations. Additional testing and study replication should be conducted.


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