Director Sales
Posted Aug 21, 2026 · We last checked this listing on Oct 6, 2026
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Likely interview questions for this role
Written from this job description, not a generic list. Each one notes what the interviewer is really checking.
About your past
Tell me about a time occupancy was behind target. What strategy did you change, and what happened?
What they are checking: Whether they have actually turned around occupancy and can tie their actions to the results.
How do you build relationships with referral partners like hospitals, financial planners or elder law attorneys?
What they are checking: Whether they generate referrals through steady relationship work beyond paid marketing.
How do you work with the marketing team when you think the campaigns are not bringing in the right leads?
What they are checking: Whether they can collaborate and use data to shape lead generation instead of blaming marketing.
This role is heavily commission-based. How do you keep a team motivated through a slow quarter?
What they are checking: Whether they can lead a team through dry spells without burning them out or cutting corners.
What would you do
Selling a Continuing Care Retirement Community is often a years-long decision. How do you keep a prospect moving without pushing too hard?
What they are checking: Whether they understand the long, emotional CCRC sales cycle and can nurture leads patiently but with purpose.
How do you coach a sales counselor who hits their callout numbers but rarely converts tours to deposits?
What they are checking: Whether they can diagnose a skill gap behind activity metrics and coach to it rather than just demanding more calls.
A new competitor opens nearby with lower entrance fees. How do you respond?
What they are checking: Whether they analyze competitive pricing and market conditions and sell value instead of panicking on price.
An adult child is driving the decision, but the parent is clearly not ready. How do you handle that tour?
What they are checking: Whether they can serve both family members honestly and keep the prospect's own wishes at the center.
About the work
Walk me through your inquiry-to-tour, tour-to-deposit and deposit-to-move-in numbers at your last community. Where was the biggest leak?
What they are checking: Whether they know their funnel cold and can pinpoint which stage needs work, since commission rides on it.
How do you decide which lead sources are worth investing in?
What they are checking: Whether they track lead source performance through to move-in, not just inquiry volume.
What does an exceptional customer experience look like from first call to move-in day?
What they are checking: Whether they think about the whole journey, including the handoff to move-in, not only closing deposits.
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As published by Lifespace Communities.
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