The LCS ExSellerator Program aims to create a pipeline of marketing and sales talent as part of succession planning, as well as to provide enhanced knowledge of the marketing and sales function and leadership acumen.
This one-year development experience was named after the LCS sales philosophy, ExSell, and was designed at the behest of Marketing & Sales leadership. Bringing emerging sales and marketing leaders together to focus on development and to create a pipeline for future opportunities was new for this discipline at LCS, which develops, owns, manages, and markets senior living communities.
Program Details
Those interested in the program must be nominated by their leaders at the highest level. Once nominated, each interested participant must complete an application that is reviewed by a team of senior Marketing & Sales leaders. The application process includes the evaluation of each application via a rubric that is scrubbed of any demographic information. This promotes equity and fairness, so each application is evaluated on the strength and merit of question responses.
The program blends in-person and virtual facilitation, the CliftonStrengths Assessment, and individual and group coaching sessions led by Marketing & Sales leaders. A group capstone project focuses on needs and topics identified by Marketing & Sales leaders. In addition, participants read and discuss content from the “Strengths-Based Selling” text.
The 1.5-day program kickoff is held at one of the LCS senior living communities and includes participants’ CliftonStrengths assessment results review, a panel discussion led by Marketing & Sales leaders, a group coaching session, and opportunities for collaboration and cohort bonding. Over the course of the year, three additional group coaching sessions and three group learning sessions are held. The experience culminates with a graduation session where capstone projects are presented to Marketing & Sales and executive leaders.
Reinforcement includes post-program content reminders from the program’s project team.
Results
Over the course of a year, four out of 20 participants were promoted and 17 out of 20 have stayed with an LCS community.
