Carol Verret Consulting
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 firstname.lastname@example.org or call phone (303) 618-4065.
copyright © Carol Verret, 2002-2003 -2004 -2005
5910 S. University #C-18, PMB 374
Greenwood Village, CO 80121
Telephone: (303) 618-4065
Web Site: http://www.carolverret.com/
|Also See:||Triple Witching Hour - The Marketing Plan, Revenue Management Strategy and RFPs for '06 / Carol Verret / August 2005|
|"Smile" is a Learned Behavior - Creating a Culture of Customer Service / Carol Verret / July 2005|
|Revenue Management Systems -- Considerations for Evaluation / Carol Verret / June 2005|
|Disconnect -- Aligning the Revenue Management and Sales Strategies / Carol Verret / May 2005|
|Independent Hotels & Resorts; Ride the Wave or Float with the Tide? / Carol Verret / March 2005|
|Hospitality Sales Training Companies Reach Across the Competitive Playing Field to Combine Live Seminar Expertise with the Convenience of the Internet / Carol Verret / January 2005|
|Revenue Management - The Challenge for Hotel Sales / Carol Verret / January 2005|
|Hotel Sales Departments -- Issues in Processes and Functionality / Carol Verret / November 2004|
|The GM'S Role in Revenue Management / Carol Verret / October 2004|
|Transforming the Hotel Sales Organization; Alignment with the New Realities of Sales / Carol Verret / August 2004|
|The Revenue Management Strategy - The Pre-Plan Marketing Plan / Carol Verret / July 2004|
|Hotel Revenue Management this Summer - a Game of Skill, Art and Most of All Nerves / Carol Verett / May 2004|
|What Do Meeting Planners Want? Hotel Sales Managers Want to Know! / Carol Verret / May 2004|
|Revenue Management -- The Integration of Revenue Drivers / Carol Verret / March 2004|
|CYBER SALES -- Hotel Sales in an Internet World is the New Reality / Carol Verret / February 2004|
|The New Realities of Hotel Sales - Focus on Revenue Generation / Carol Verret / January 2004|
|Hotel Sales -- Innovation in the Face of Limitations / Carol Verret / November 2003|
|The Good News & the Bad News; Improving Economy = New Hotel Development / Carol Verret / October 2003|
|Leadership - General Managers Managing the Sales Process / Carol Verret / October 2003|
|When the Crystal Ball is Cloudy; Marketing Plans for 2004 / Carol Verret / July 2003|
|Partnership of Sales and Technology; Using Tech Tools to "Sell" the Hotels / Carol Verret / July 2003|
|Back to the Basics? The Basics of Hotel Sales Have Changed! / May 2003|
|Creating Sales "HUNTERS": The Skill Sets Required in the New Hotel Sales Environment / April 2003|
|Heightened Security Requires New Strategies in Hotels Sales / Carol Verret Consulting and Training / Mar 2003|
|Revenue Recovery - Building The ‘A’ Team in Sales / Carol Verret / January 2003|
|Contingency Marketing Plan – War In Iraq! / Carol Verret / November 2002|
|Playing the Rate Game - Positioning -- Positioning -- Positioning! / Carol Verret / October 2002|
|The Rate Game - Playing to Win / Carol Verret / October 2002|
|The Challenge of Marketing Independent Boutique Hotels / Carol Verett / August 2002|
|Hotel Sales in a Limited Service Environment - The Rules Have Changed / Carol Verett / August 2002|
|The General Manager’s Role in Sales -Chief Marketing Officer of the Hotel / Carol Verret / April 2002|
|100% Market Share Penetration is Not Good Enough / Carol Verett / January 2002|
|The Key to REVPAR Recovery – New Business Development / Carol Verett / December 2001|
|Trash the 2002 Marketing Plan - And Just Start Over / Carol Verett / September 2001|
|How to Use Consultants Effectively – A View From the Other Side / Carol Verret / August 2001|
|How Soft Is Your Hotel's Economic Landing? / Carol Verret / Aprl 2001|
|The ‘Value Proposition’: Marketing Yourself to Prospective Employees / Carol Verret / January 2001|
|Generation Y: Motivating and Training a New Generation of Employees / Carol Verret / November 2000|
|Why Customer Service Seminars Don't Work / Carol Verret / October 2000|
|Creating a Culture of Customer Service / Carol Verret Consulting and Training / Sept 2000|
|FAT, DUMB AND HAPPY – The Seasonal Boom and Bust Cycle / Carol Verret / August 2000|
|Surf's Up - Ride the Wave or Miss the Boat -The Effective Use of Technology in Hotel Sales / Carol Verret / July 2000|
|Measuring Effectiveness of Hotel Sales Departments / Carol Verret / June 2000|
|Hotel Sales Training - The Need for Immediate Results / Carol Verret/ May 2000|