New Generation of Hospitality Sales Professionals
Want to be Successful? Start by Packing your own ’Chute
If you are considering, planning or already started a career in hospitality Sales and Marketing, with every intention to be successful, be prepared to pack your own ‘chute before you start. You’re going to have to show up with some talent and traits that can’t be taught. Based upon my four decades of experience, these come to mind:
Last month I began this series with “Lesson #1” (“You Cannot Microwave Experience: New Generation of Sales Professionals Lesson #1”) by challenging this new generation that if they did indeed want to become good at their new craft, there would be no substitute for experience. Lesson #2 addresses what the new generation needs to “bring to the table”, what I call “packing your own parachute” before you jump. What are the skills, raw talent, characteristics, qualities and experiences you bring to this new career?
Packing Your Own ‘Chute
What do I mean by “packing you own ‘chute” and how does it apply to hospitality Sales professionals? I’m told that no one attempts skydiving without having complete confidence that his or her parachute will open after deplaning. If ever I decide to risk jumping out of a plane three miles up, not only would I inspect my parachute first, but I’m sure I’d take the time to master first the art of folding and packing that ‘chute (It’s probably a good idea also to conquer any fear of flying or heights first!).
That same mindset should apply to anyone starting out fresh in hospitality Sales. You should expect, of course, some orientation, some basic Sales training and communication equipment - - and maybe, if you’re lucky, even some good supervision and mentoring.
Ask yourself first, “What do I bring with me? What attributes, qualities, skills do I already possess that will help me to become successful in this new career I’ve chosen?”
What You Bring to the Table
If I were doing the hiring or if you would be reporting directly to me, here are some of the personal characteristics that I would be looking for in any candidate:
And let me congratulate all of you who possess some or many of these characteristics now. You’ve already done a good job of packing your own ‘chute!
A Good, Rewarding Career
Hospitality Sales can be a good, rewarding and well-paid career that you should find to be both interesting and very challenging. Remember to stay the course, never give up, never take rejection personally, continue to learn everything you can about the hospitality business, about prospects and clients, and always be honing your Selling skills.
What’s next? “Sales Lesson #3: Getting Started” will appear next month.
Correction: I misquoted Bob Gilbert, President/CEO of HSMAI in my Lesson # 1 piece. HSMAI’s membership consists of 80% Sales & Marketing practitioners and 20% service providers and others. Of those 80% S&M practitioners, more than half come from the hotel sector, next would be destination marketing/CVBs. Only a very small percentage of S&M practitioner members come from the airlines, car rental and cruise industries.
© Copyright 2006
|Also See||Managing the Consultant: Careful Not to Doom the Project / David M. Brudney / September 2006|
|You Cannot Microwave Experience: New Generation of Hotel Sales Professionals - Lesson 1 / David Brudney / August 2006|
|New Breed of Hotel Sales Associates Lacking Curiosity? Maybe it’s Not a Generational Thing / David Brudney ISHC / July 2006|
|Generation X Hotel Sales Associates: All Important Curiosity Factor Missing? / David Brudney / June 2006|
|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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