As a result of COVID-19, many hotels in North America have been working with limited staffing resources and don’t have time to focus on sales. With our industry gradually recovering from the pandemic, it will be critical for hotels to be proactive in their sales approach to capture business coming into their market. Hotels have…READ MORE
Many people in sales are “accidental sales people” and did not grow up saying they wanted a career in sales. This was the case for me. Growing up, I wanted to be a social worker or in a similar line of work where I could help people. Hospitality and travel was a second choice. After…READ MORE
When the economy is good and hotels are making money, sales is something that flies under the radar and is not closely inspected or even fully understood by people in operations who oversee this function. To successfully recover post Covid, hotels, brands and management companies will need to look at how the sales function is…READ MORE
According to HVS, occupancy is going to be relatively flat in 2020 with less than a 1% increase in ADR. Although we cannot control the economic cycle or the labor shortage in the hospitality industry, we can instead make gains by controlling how we show up and what we do from a sales perspective. As…READ MORE
What are some of the best practices surrounding RFP’s (Requests For Proposal) that will yield results? These days, there are no official ‘start’ and ‘stop’ dates as it can happen year-round. However, the bulk of negotiations typically take place between August and January so it’s good to be prepared to approach this time with a…READ MORE
Are you Pitch Slapping Your Clients? Two easy steps to Relevant Business Conversations that Convert.
Are you having sales conversations or business conversations? There is a massive gap between what clients are expecting and what salespeople are delivering. We need to bridge this gap so we can start having relevant business conversations. Salespeople today are getting lost in the clutter of information and trying to manage their day-to-day tasks. While…READ MORE