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. . Habits of Highly Successful Hotel Sales People |
| by Carol Verret, September 2005
Why do so many hotel sales people fail or fail to live up to expectations? You know how it goes � a bright person interviews for the job, has a great smile, been �successful� in other sales positions (always ask for numbers � don�t take their word for it) and at the end of ninety days hasn�t produced very much. What is the �tipping point� � that thing or series of things thing that makes one person successful and another less so? When both individuals have been trained in the same manner and have the same skill sets, why does one sales person excel and another languish in mediocrity? What makes the difference between �average� and �awesome�? There are sales people who come to the industry with no previous experience in hotels and are highly successful � outperforming their colleagues who may have been in hotel sales for many years. Usually but not always these are people who have come from commission sales of some sort. It is not necessarily the fact that other industries have better training programs (although many industries do a better and far more consistent job than much of the hotel industry), it is not just the sense of urgency that comes with having to create an income every month, it also has to do with the habits that they must develop in order to successfully pay the mortgage and eat. This is not about being organized; I would rather have a top producer with a messy desk who is prioritized. This is not about time management, although that does play a part � it is about habits, daily disciplines that produce success. Like taking a shower, brushing your teeth, exercising, it is the habits that one forms about meeting goals, making calls, etc that distinguishes them from the others. I have known sales people who were not the typical �hot shots� succeed because they worked their plan every day without fail. What are these habits that make �awesome� instead of �average�?
These are some of the habits that distinguish the �awesome� sales person from the �average� one � the super achiever from the ones that fail to meet expectations. There are sets of these habits that accrue to every management position in the hotel � the �daily disciplines� that separate the great managers from the mediocre. (I would like to acknowledge Lizz Chambers and Amy Walker of Newport Hospitality Group who came up with the phrase from Average to Awesome for their annual meeting at which I am speaking and their permission to use it in this article).
Carol Verret and Associates Consulting and Training offers training services and consulting in the areas of sales, revenue management and customer service primarily but not exclusively to the hospitality industry. To find out more abut the company click on www.carolverret.com. To contact Carol, send her an email at [email protected] or call phone (303) 618-4065. copyright © Carol Verret, 2002-2003 -2004 -2005 |
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Carol Verret 5910 S. University #C-18, PMB 374 Greenwood Village, CO 80121 Telephone: (303) 618-4065 [email protected] Web Site: http://www.carolverret.com/ Email: [email protected] |