The 20% Solution -- Managing the Sales Effort
for Recovery in 2010 Web Cast
Carol Verret Web Cast on September 3, 2009
“Our research over the past 10 years reveals that seventy-five to eighty percent of a hotel’s performance is systematically a function of changes in the larger market in which the property is located,” notes John B. (Jack) Corgel Ph.D., Senior Advisor to PKF Hospitality Research and the Robert C. Baker Professor of Real Estate, Cornell University School of Hotel Administration. (HotelMarketing.com, 8/14/09).
Who is responsible for the other 20 - 25% -- the sales department! Never has it been so important for Directors of Sales and General Managers to possess the skill sets of motivating, managing and coaching the hotel sales department.
"20% is the critical difference between success and mediocrity in 2010. 2009 has been a brutal and bruising year for hotel sales people," says Carol Verret. "Many are suffering from battle fatigue. However, if hotels are to grab market share from the upcoming recovery, it has to begin with a motivated sales department."
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Critical Performance Metrics. Counting calls and contacts is not enough - find out how to measure the things that matter.
Top Down Management no Longer Works! Coaching, mentoring and collaboration are the essential skills for motivating the team! Find out how and when to build this into your management activities.
The Right Team for a Tough Year. This is an economic environment that not even experienced sales people have faced before. The selling environment has changed dramatically -- assess skill sets and give them tools to bring their skill sets to a level of performance required to capture the additional 20%!
Clear, Reasonable Expectations. Don't expect performance at 2007 or early 2008 levels - not going to happen! What is reasonable for the department and individual sales people will depend on market conditions, market segments and skill sets. Find out how to evaluate local market conditions and set reasonable and clear expectations of performance -- celebrate success!
This web cast should be attended by General Managers and Directors of
Sales that manage the sales effort as well as Sales Managers that want
to be able to measure their individual performance. At the end of
the program participants will have a clear picture of what it will take
to capture the other 20%..
Did you miss an earlier web cast program? The recordings of these programs are available at the Online Learning Lounge at http://learninglounge.carolverret.net/
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 about the company click on www.carolverret.net.
To contact Carol send her an email at firstname.lastname@example.org
or she can be reached by cell phone (303) 618-4065. Visit www.hotelsalesblog.com.
5910 S. University #C-18, PMB 374
Greenwood Village, CO 80121
Telephone: (303) 618-4065
Web Site: http://www.carolverret.com/
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