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Sales Training

publication date: Mar 10, 2018
author/source: HospitalityEducators.com Resources

Sales Training

Hotel and Hospitality Sales Training examines the preparedness of the sales team, as well as evaluating the processes used in the sales efforts of the hotel by the staff assigned to it.  

 The outcome usually includes recommendations for specific skill or competency enhancements for the team to reach the hotel desired goals.

The Four-Step Approach used in in all assignments is detailed in the Overview of Hospitality Consulting, and includes discussion of perceived problems with the client, preparation of a detailed  SWOT analysis, identification of strengths and recommendations for addressing the challenges.   

Hotel Management Company Case Study - A management group, with a portfolio of full service hotel brands (Marriott, Hilton, Starwood, Carlson, IHG), was looking for ways to make the company's general managers more focused on sales and marketing.  The company principals contacted me after reading several of my published columns.
  1. Discussion revealed the various hotel sales teams worked with the franchise systems fairly well, but there was not adequate two-way communication to and from the hotel management group relating to the various franchise programs in sales.  The individual hotel sales teams were generally competent but there was incomplete dialogue on property in some locations and no sharing of best practices among the hotels. 
  2. The SWOT analysis identified several communication venues that were easily refined and revealed the need to get more general manager involvement.
  3. Strengths included:  hotel general managers who were interested in the overall success of the marketing efforts and committed sales teams that would welcome improved channels of communication.
  4. Recommendations included:  increasing the number of joint interactive hotel sales and general manager meetings, a best practices forum to share non-proprietary approaches and more regular updating of the annual hotel marketing plans.
Results:  Turnover in hotel sales managers slowed, REVPAR and market position grew over the next twelve months in most hotels.  The  management company added additional properties, even in generally downward market conditions.  Ownership continues to improve the process.

An article on this subject matter and related topics are found on this site under Articles, with even more at www.hospitalityeducators.com.

If you are interested in having me work with you, please contact me for a no-cost discussion at john@hoganhospitality.com. or call me at 602-799-5375

Contact me for ideas on proven ways to help you and your teams focus on Hotel Profitability Ratios, Hotel Guest Services, Hotel Sales and Marketing Ideas, and Hotel Operations


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