Capstone Hospitality recruits and trains industry sales leaders
Successful Membership Sales Directors are integral to Capstone Hospitality, helping private country clubs increase revenue through membership sales. This process begins with Capstone's robust recruiting program, led by Sara Diaz, Vice-president of Recruiting, who came to Capstone from the PGA Tour. "Through our recruiting efforts to find highly motivated individuals with a background in sports, we can build a team of sales directors who share a core set of values and skills. These attributes make them uniquely qualified to grow private country club memberships." But having the right qualifications and drive for success is only part of what makes a successful Capstone Sales Director. Adam Murchison, Director of Training, has helped Capstone create a rigorous training program that equips new employees with the knowledge, skills, and mentality for industry-leading results before placement at a club. "We aim to provide a turn-key Sales Director to every club we partner with," adds Murchison.
Capstone Hospitality Recruiting: Finding the Right Fit
When recruiting talent, Capstone Hospitality typically starts by looking for those with a background in sports who will bring a competitive mentality to this position. "The intangible qualities of an athlete translate effortlessly into this role because of its clear performance-driven nature, team player component, and continuous skill improvement," says Diaz. Each month there is a clear goal and expectation to achieve. That is why over 50% of the sales team played a sport at the collegiate level or higher. Several sales directors made it to the professional ranks in sports endeavors, including golf, baseball, surfing, and even an Olympian racquetball athlete.
In addition to having a sports background, Capstone recruits individuals with certain intrinsic characteristics that help lead to success in this role. "We look for individuals with an insatiable drive to succeed, who are results-oriented, and who enjoy pressure in a fast-paced and ever-changing work environment," explained Diaz. Furthermore, individuals who enjoy building relationships, working towards clear goals, and being a part of a team of like-minded individuals tend to see high levels of success. Finally, Capstone looks for individuals who ideally have at least some prior sales and business experience." Although that experience isn't always a mandatory prerequisite, this is a Director level position in which a club's ability to thrive rests on your ability to find new members. These individuals need to have a certain level of maturity to integrate into the club's pre existing culture successfully.
"We are rapidly growing and partnering with new clubs all the time, and there are always opportunities to join our team. If you think you are a great fit for this role and can relocate to a partner club, we would love to hear from you," added Diaz.
Training Industry Leaders in Membership Sales
As with any pursuit, even highly talented and motivated individuals need to learn and grow through training opportunities. "We have our new employees learn both Capstone Hospitality-specific sales techniques and basic sales methodologies," says Murchison. We deliver a highly trained and specialized sales expert ready and able to sell memberships from day one," added Murchison. The main components of training are sales skills and mentality, highly effective lead generation programs, professionalism and client relationships, and data and analytic reporting.
The length of training depends on several factors, but ideally lasts two to three weeks. On some occasions, training can last longer due to club availability and the new employee's past experience in sales. Capstone wants to ensure new directors will be thoroughly prepared and set up for success once placed at a client club. During the training period, new employees are provided free housing at an ideal location near headquarters in Jacksonville, FL. "Individuals who show promise and the right mentality, but are newer to sales, can stay in training longer before placement," explained Murchison. Preferably, the first half of training is dedicated to learning the Capstone Sales Method and all other necessary role-based skills; The second half is dedicated to transferring these skills to the specific club the new employee will be headed. "During training, we have our salespeople in live sales situations in which they are required to make sales before being placed," added Murchison.
Sales directors who join the team at Capstone Hospitality are joining a company that was recently named one of Jacksonville Business Journals' "Best Place to Work" in 2022. Recruiting the right individuals who receive high-quality training has helped Capstone become an industry leader in membership sales.
Capstone offers private country clubs the ability to thrive through membership by implementing a high-quality and highly trained sales director. Each sales director is specifically selected to be placed at a club that matches the club's needs and the individual's characteristics. Rather than hiring an individual sales director, clubs receive an entire team dedicated to their club's success.
If you are a country club looking for a solution to growing membership, please reach out to Capstone Hospitality to learn more about a partnership.
If you are looking for a new career and are eager to join a team of like-minded, goal-oriented, and motivated individuals, we'd love to hear from you.
