Generation X Hotel Sales Associates:
All Important Curiosity Factor Missing?
|By David M. Brudney, ISHC, June 2006
“What are the most important qualities or characteristics to look for, that distinguish the best of the best of today’s hospitality industry Sales professionals?”
That question is posed to me often by hotel owners, operators, lenders and asset managers - - also meeting planners and even fellow passengers on longer commercial flights.
I think the question is asked because a perception exists amongst owners and operators, in particular, that today’s Sales professionals have yet to fulfill their potential and that most continue to struggle to make their numbers.
I’m asked this question because over the course of my 40-plus year career I have been a successful Sales professional, I’ve trained and mentored other Sales pros, and since 1979 I’ve reviewed and evaluated Sales teams throughout the U.S.
Qualities to Look For
What are some of the basic qualities to look for in successful Sales pros today? Here are ten (10) of mine:
People skills. Likeability. If you don’t or can’t connect with prospects and clients quickly, probably you should get into another line of work.Curiosity
The one quality I always look for - - or encourage to develop in others - - is curiosity. I believe that curiosity is the lynchpin in putting together a long and successful hospitality Sales career.
Oddly enough, I find very little curiosity in the new generation of hospitality Sales associates today.
If you manage, direct or have corporate oversight over a hospitality Sales force - - or if you are building a new Sales team, or need to replace a departing top producer - - in today’s competitive marketplace, here are some examples of the kind of curiosity you should be looking for in candidates:
I don’t know if you can teach curiosity, but I do know this: if I were building a successful Sales team today, I would be looking for candidates that are curious. Curious about our business, curious about our customers and curious about learning more on how to become successful Sales professionals.
© copyright 2006
|Also See||Physical Therapy Sessions: A Good Reminder for Professional Selling Fundamentals / David M. Brudney / April 2006|
|Hotel Marketing Starts Locally; Never Forget Your Neighbors / David M. Brudney / March 2006|
|Notes from the ALIS Conference / David Brudney / February 2006|
|General Managers Workshop: Managing Today's Hotel Sales Teams / July 2005|
|Owners & Asset Managers: Need Expert Advice, Referral? Ask A Trusted Consultant / David M. Brudney, ISHC / May 2005|
|Larry May: The Passing Of Another Hotel Soldier / David Brudney ISHC / April 2005|
|Hotel Owners: Better, Worse or About the Same? / David Brudney ISHC / December 2004|
|Let’s Put Bush and Kerry Through the RFP Process / October 2004|
|Bev Kordsmeier, Hyatt Sales’ First Lady / April 2004|
|Message to Hotel Sales Associates: “It’s Not You!”/ January 2004|
|What Innkeepers Want Every Christmas? Fill Those Empty Rooms / December 2003|
|Uncertain Times Call for Return to Backyard Basics / April 2003|
|Time to “Group Up”? Maybe, Maybe Not / May 2002|
|America’s Front Desk Fights Back! / January 2002|
|Front Desk Fails To Catch America’s Hospitality Spirit / David Brudney ISHC / November 2001|
|A Very Good Time For That Sales Audit / David Brudney ISHC / Sept 2001|
|More Theater, Less Zombies / David Brudney ISHC / Dec 2000|
|It’s The Experience, Stupid! / David Brudney ISHC / Nov 2000|
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