The Selling Factory

Case Study

Common

Common is a global leader in coliving and apartments for today’s renter with over 33,000 units globally.

Challenge

Common receives thousands of inbound calls weekly from potential renters seeking more information about coliving and rental options. Their service offering demands real-time engagement for success. However, many customers call during non-business hours – nights and weekends. They had trouble hiring and maintaining Sales Development Representatives (SDRs), especially finding support for peak hours. Hence, this created a substantial weekly backlog, where internal employees working standard shifts were consistently playing catch up. As a result, they looked externally to supplement their internal staff needs.

Goal

  • 1,600 tours per month (average 2 tours per hour per representative)
  • 45% of tours booked show up to the tour
  • Increase answer rate of 1 in 9 inbound calls
  • Decrease follow up time from an inbound call, which is 3 to 5 days

Solution

Common hired The Selling Factory to promptly hire, train, and implement staff for their high-call volume hours over their peak season. They needed thousands of calls made during nights and weekends to minimize lost opportunities and increase customer conversions. The Selling Factory’s fractional SDR model could support evening and weekend call volume. The Selling Factory offered Common a highly efficient approach to manage this large volume during the peak hours. Additionally, another asset that the TSF team provides is a similar population demographic that offers a more relatable experience for potential renters. Primarily, TSF started with 1 Full Time Equivalent (FTE) team (4 students). Then, the success of the campaign increased FTEs to 3 (12 students) in month 3 and 5 (20 students) in month 4.

Outline Project
Specifications

Integrate with Your Tech Stack

Identify Talented Students

Manage Team for Outcomes

Deploy Team on Inbound Calls

Results

  • 1,600 tours per month (average 2 tours per hour per representative)
  • 46% of tours booked show up to the tour
  • Increased answer rate to accommodate answering every call
  • Immediate follow up time for inbound tours

Testimonial

“The Selling Factory was fundamental for us to get through our peak seasons. We were challenged to fill, and maintain, our internal SDR roles which kept us from scaling as quickly as we wanted to. With TSF as a trusted partner, we can focus fully on growth. They quickly ramped up to handle inbound volume previously untouched. Beyond exceeding expectations, their talented students and seasoned leadership were transparent and collaborative at all times.”

Eric Rodriguez, Senior Vice President of Operations, Common

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Mia Semel

Campaign Manager

Before graduating with a B.A. in Sustainability Studies, Mia took on multiple roles while interning at The Selling Factory, including sales development, recruiting, and leading campaigns. She is an active listener and effective communicator, specializing in fostering genuine connections and finding common ground among differing perspectives. She aims to find practical, creative solutions regarding sustainable development, biodiversity and the climate crisis.

mia.semel@thesellingfactory.com

Kira Baker

Campaign Manager

Kira recently graduated from the University of Florida and received her Master of Science in Entrepreneurship. She is passionate about helping businesses grow and connecting with new people. Some of her hobbies include traveling and hiking. She hopes to visit all of the National Parks one day!

kira@thesellingfactory.com

Jared Glosser

Vice President

After graduating from UF in 2014 with a B.A. in history, Jared started his professional career Fundraising for a non-partisan political lobby in South Florida. In 2016, Jared moved back to Gainesville to work for a non-profit, recruit students for international travel opportunities, and pursue his MBA at UF. Jared has been with The Selling Factory since 2019 focusing on operations, client onboarding, and client success.

jared@thesellingfactory.com

Ian Massenburg

Chief Operating Officer

A graduate of University of Florida (B.A. 2001), Ian Massenburg brings over 18 years of sales executive and sales management experience to The Selling Factory. Before coming on-board, Ian worked alongside Brad at Infinite Energy, and then spent his next 3 years as VP of Partnerships selling SaaS products B2B. Ian brings his vast knowledge and experience to the team and to our partner companies served.

ian@thesellingfactory.com

Damien Paulk

Campaign Manager

Damien is a University of Florida graduate that recently joined the team full time after working as a Sales Development Intern for one year. As a Campaign Manager, Damien looks forward to contributing to the growth and success of The Selling Factory. When Damien is not at work he enjoys exploring Gainesville with his girlfriend and dog or watching the Gators dominate college football.

damien@thesellingfactory.com

Brendan Viehman

Campaign Manager

Brendan graduated from Liberty University with a Bachelor of Science in Business Administration and Project Management. For the past 5 years, he has enjoyed working with blockchain technology and cryptocurrency development. In his free time, he surfs and makes personal finance videos for his YouTube channel.

brendan@thesellingfactory.com

Savannah Howard

Campaign Manager

A graduate from the University of Florida’s College of Journalism and Communications, Savannah obtained her Bachelor of Science in public relations with a concentration in French. After almost two years as a sales development intern for The Selling Factory, she joined the leadership team in 2021 taking on the role of Campaign Manager. In her free time, Savannah enjoys going to concerts and festivals and cooking for her friends and family.

savannah@thesellingfactory.com

Zack Kampf

Campaign Manager

Zack is a creative technologist with experience in advertising, event planning, and game design. He started as an SDR in 2018 and has been with TSF ever since. Upon graduating UF in 2019 he became a campaign manager and is currently seeking a master's degree from NYU. In his spare time, you can find him at the intersection of Art & Technology!

zack@thesellingfactory.com

Josiah Blakemore

Campaign Manager

Josiah has over 8 years of sales experience, worked with Brad and Ian at Infinite Energy, and also spent time selling SaaS as Director of Partnerships at SharpSpring. He’s always been very competitive and has a love for sports and games. He enjoys solving problems and coaching team members to do the same!

josiah@thesellingfactory.com

Sue-Ming Frauenhofer

Marketing Manager

Sue-Ming received both her B.S. in Psychology and M.S. in Management from The University of Florida. As a student, she took on multiple roles while interning at The Selling Factory, including sales development, marketing, and recruiting, eventually leading to her current role as Marketing Manager. She enjoys refining her taste in music and visual art, engaging in mindfulness and meditative practices, and frolicking outside with her sidekick pup.

sueming@thesellingfactory.com

Adam Grossman

Chief Development Officer

Adam is an ordained rabbi, who has founded multiple ventures focused on workforce development. Hired as CEO by a failing non-profit, in over 5 years, his ingenuity saved the organization, which led Slingshotfund.org to recognize it as one of North America’s most innovative Jewish non-profits. His expertise to identify, cultivate, and on-board talent ensures our student teams meet our partners’ needs.

adam@thesellingfactory.com

Brad Gamble

Chief Executive Officer

After graduating from UF in 1999 with a B.S.B.A, Brad Gamble has dedicated himself to sales management, branding, coaching, and building companies. He served as the VP of Sales & Marketing for Infinite Energy until 2014, when he founded The Selling Factory. He has dedicated himself to teaching critical skills to tomorrow’s leaders, and helping companies achieve sales success and revenue growth.

brad@thesellingfactory.com