Overview

Community sales trajectories, including Line of Sight v. Move In Target, Tours and Inquiries pacing towards targets, and compliance to market move-in rates. The Sales Leaderboard app aids in pinpointing areas and specific segments of the sales cycle that require attention.

Note: the reports are all on a standardized refresh schedule. Check the Last Refresh date to know when the report was last updated.

Trajectories Report 

Trajectories: Evaluates the month-to-date performance across key metrics for a comprehensive view of the sales landscape, informing your strategic plans.

   1. Obtain a clear understanding of the current 'Line of Sight' through accurate KPIs and community evaluations, identifying both opportunities and challenges.

   2. Understand the pace of Tours and Inquiries by examining KPls and bar charts, aiding in setting more precise community targets.

   3. Monitor both Professional and Personal Move-Ins using toggle buttons, providing insights about relationships with professional organizations, as well as customer and employee satisfaction, respectively.

Line of Sight: The number of completed unit move-ins and reservations in the current month, as well as inquiries in closing status.

Line of Sight to Move In Target: The percentage of progress (line of sight) towards the Move-In target. Line of Sight is calculated as the number of completed unit move-ins and reservations in the current month, as well as inquiries in closing status.

Tours Pacing: The expected number of tours for the current month, based on number of tours completed so far this month.

Tours Forecast to Target: The percentage of progress (Tour Forecast) towards the tour target for the current month. Tour Forecast is the expected number of tours for the current month, based on the number of tours completed so far this month. Tour Target is calculated using Move-In Target and trailing 3 month tour to move-in conversion percentage.

Inquiries Pacing: The expected number of inquiries for the current month, based on the number of inquiries so far this month.

Inquiry to Forecast Target: The percentage of progress (Inquiry Forecast) towards the inquiry target for the current month. Inquiry Forecast is the expected number of inquiries for the current month, based on the number of inquiries so far this month. Inquiry target is calculated using Tour Target and trailing 3 month inquiry to tour conversion percentage.

Professional Move-Ins: The number of resident move-ins from professional sources, such as rehab facilities or physicians, in the last 30 days. Professional move-ins can indicate a positive relationship or impression with local business.

Professional Move-Ins to Target: The percentage of professional move-ins compared to the target of one move-in per community per month. At least one professional move-in per month can indicate a positive relationship or impression with local businesses.

Personal Move-Ins: The number of resident move-ins that occurred due to a personal referral, such as a resident or employee, in the last 30 days. Personal move-ins can indicate positive customer and employee satisfaction.

Personal Move-Ins to Target: The percentage of personal referral move-ins compared to the target of one move-in per community per month. At least one personal move-in per month can indicate a positive customer and employee satisfaction.

Compliance Report

Compliance: Provides insights about selling rate compliance and allowance usage, which serve as critical indicators for potential revenue loss.

   1. See how your community's selling rates compare to others using straightforward bar charts, helping you identify if you're meeting rate goals and where pricing adjustments could prevent revenue loss.

   2. Check how your community's allowance usage stacks up against others, spotting where excessive discounts may be impacting revenue.

Filter: List of months and the average Rate of Compliance and Allowance Compliance percentages for the month. Click the date to filter the bar graphs accordingly.

% Rate Compliance: The percentage difference between the total move-in rate and the total selling rate for selected month, indicating how well communities are performing in terms of selling at the market rate. The selected month is determined by filter on left hand side.

Allowance Compliance: The percentage of Move-In rate for the selected month that is covered by all allowances, including Move-In Incentives, Rent Concessions, and Community Fees. This shows how much of the move-in rate is reduced by allowances. The selected month is determined by filter on left hand side.