hotel sales training
Kennedy Training Network Announces Monthly Webcast Training Series
Kennedy Training Network | February 27, 2023
Complimentary Registration Courtesy of Travel Outlook, Better Talent, and Track Hospitality Software Kennedy Training Network Inc. (KTN) just announced the launch of a monthly series of live webcast training events focusing on topics related to hospitality excellence, reservations, and sales. Webcasts, which will be presented personally by KTN President Doug Kennedy, will run 30 minutes in duration. Those who register but cannot attend will receive a link to view the recordings. Doug will draw content from all KTN hospitality, reservations, and sales training programs, and will also feature the latest training concepts from his monthly...
Gillis Sales Reports $23M in Actual Revenue for Hospitality Clients in 2021, Increases New Business by 40 Percent
Gillis | March 16, 2022
Remote sales and training become key priorities as hotels address today’s labor shortage DALLAS, March 16, 2022 – Gillis Sales, a remote sales and training organization for hoteliers, reported today that it generated $23M in actual revenue for its client base in 2021 while increasing its client base by 40 percent since the beginning of the pandemic. These numbers indicate that hotels are seeing the benefits of investing in sales to increase profitability as travel resumes. Even as the labor shortage continues, leisure and corporate travel are increasing. To keep up with demand, Gillis is seeing an increase in business as hoteliers t...
How to Set Hotel Sales Team Goals and KPIs in a Time of Unpredictable Demand
Doug Kennedy | September 14, 2021
By Doug Kennedy It’s the time of year when hotel sales leaders are finalizing their budgets for the coming year, and 2022 is certainly a challenging one to set sales goals based on KPIs. First, let’s look at what has been done historically and then explore alternatives. For approximately 10 years leading up to the recent pandemic era, budgets were increased each year, divvied up, and turned into individual sales goals that were then tied to bonuses. With the seemingly endless string of years of an up market, sales bonuses became an expected part of the compensation. Were these sales bonuses truly justified based on performance? O...
“Room to Grow” – A Modern Day Sales Blueprint Provides Tangible Insights to Find and Keep Good Salespeople in Hospitality
Gillis | July 14, 2021
CEO Tammy Gillis brings to market a book that provides the hotel industry with strategic, actionable suggestions to help elevate sales in the hospitality industry DALLAS — July 14, 2021 — Gillis, a consulting, training and sales performance organization for hoteliers, announced today the launch of a new book entitled, “Room to Grow – Not Leaving Sales to Chance.” After 28 years of working in the industry, Gillis founder and CEO, Tammy Gillis, saw the need to re-invigorate sales by authoring a strategic, thoughtful, business-focused and actionable primer to help hoteliers meet revenue goals regardless of the economic environment b...
Hotel Sales Training Insights From a Professional Third-Party Meeting Planner
Doug Kennedy | December 9, 2020
By Doug Kennedy As a hotel sales trainer, I often rely on conversations with top-producing sales leaders when designing the latest “best habits” for hotel sales success for our newest KTN workshops and webinars. Recently, while in Park City, UT to conduct sales training, I caught up with Deanne Vigil, Regional Vice President with HelmsBriscoe over coffee. I first met Deanne over a decade ago as a training client, when she was VP of Sales & Marketing for Hardage Hotel Group. Soon thereafter she switched to the buyer side of the business and I have since watched her career soar as a travel intermediary broker of meetings and event...
Hotel Salespeople – Use Video Email for Personalized, Narrated, Virtual Hotel Tours
Doug Kennedy | July 8, 2020
By Doug Kennedy As those who read my hotel sales training articles or who attend my workshops know well, I am a huge advocate for using a “tech for touch” approach to stand out from the competition. I have long recommended that hotel group and event salespeople embrace the use of personalized video email in many ways, such as networking, prospecting, responding to inbound inquiries, and following-up with those you have spoken with. While this approach is relevant during all market conditions, it is especially important now during this time when COVID-19 has disrupted the meetings and events business and slowed the flood of inbound l...
Six Habitudes of Hotel Sales Success™
Doug Kennedy | February 17, 2020
By Doug Kennedy As my workshop participants and frequent readers know, I often talk about the new era of “Silent Selling,” where most correspondence is happening via email, app message or text. My recent train-the-the trainer articles have focused on a “tech for touch” approach for hotel sales success, so this month I’m focusing more on the “touch” part. Following are Six Habitudes of Hotel Sales Success™ to use when engaging sales prospects, clients, and meeting/function planners, where in person, over the phone, or via written correspondence. Many readers will first wonder, “What is a “habitude?” Merriam-Webst...
Sales “Steps” and “Funnels” Are SO 1990’s; Here’s What It Takes for Hotel Sales Success in 2019
Doug Kennedy | April 11, 2019
By Doug Kennedy While the hotel sales environment has completely transformed, hotel sales training models seem to be stuck in the 1990's. When I meet hotel leaders at industry conferences it seems most recognize the profound changes such as the emergence of third-party planners and the migration to online RFP tools (CVENT, CVB Platforms and social sites such as The Knot.) Yet most leaders seem to be unclear on what it takes to outsell the competition these days. As a conference speaker, I often sit-in on sessions delivered by others as I'm always eager to learn. From what I see, most sales related training recycles one of three traditio...
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