Hotel sales professional use a to-do list

hotel sales managers use a to-do list

Great hotel salespeople incorporate a to-do list into their day — every day. It seems simple and you’ve undoubtedly heard it before, but it’s true.

Let me share with you another common denominator that you’ll find of all great hotel sales pros.

Just between you and me, do you have a to-do list right now? Now, give these questions a bit of thought please…

  • On the days that you do a to-do list do you get more done?
  • What happens on the days that you DON’T do a to-do list? (Maybe it would be appropriately described as hotel sales chaos?)

In our studies of the common denominators of the hotel sales people that are smoking quota month in and month out, we see that they all recognize that the to-do list is a critical time saving tool. If you get into the habit of using one properly and consistently, you’ll have new-found time too… time to do more and that makes you better.

One: You start the to-do list at the end of every day for tomorrow. The last thing that you do before you go home tonight from our hotel sales duties is you start your to-do list for tomorrow. Two phenomena will occur: First, when you wake up in the middle of the night with that screaming anxiety over the ballroom that needs to be turned, you will relax because it’s on your to-do list, and it’s right where it’s supposed to be too. When you come in the next morning, you will look at your to-do list and get to the tasks on it, hotel sales and others.

Two: In addition to creating and referring to your list, you must prioritize the items on it. Some people use a “1-2-3” system, while others use “A-B-C,” and still others use happy face, smiley face, frowny face. You choose. Personally I use “A-B-C.” Here’s what those letters refer to:

  • It’s a C if nobody wants to know where it is.
  • It’s a B if someone is on the phone asking where it is.
  • It’s an A if someone is standing at my desk wanting it now.

All right, just kidding…sort of. Obviously, the goal here is to spend time on doing the “A’s.” Items can go up or down in priority as conditions warrant, but you’re in complete control of this.

But WHEN do you do these high-priority tasks? This leads to an interesting discussion of your peak performance periods, especially regarding your hotel sales effectiveness. Have you done a time in motion audit on yourselves to find out when you’re at your best? Clearly we should be planning our A’s or most important to-do list items during our peak performance times.

I’ll give you mine, and whatever yours is it’s whatever yours is is.

I never believed it was possible for me to become a day person. I always was a night person, I loved the night. I always enjoyed the night more than the day, but at some point I had to grow up, become responsible, and suddenly the daytime became important to me, right? So each day I wake up around 5 or 5:30, every morning, whether I’m on the east coast or I’m on the west coast. If I’m back east I’ll wake up 5, 5:30. Here in California I’ll wake up 5, 5:30. And I set the alarm, but I’m almost always up before it, I’m always doing something when the alarm goes off. I do this because I know that I have my maximum energy early in the morning. I have a couple of cups of tea, but I don’t eat much  food. Food slows me down in my hotel sales efforts. I love breakfast foods, so on Saturdays and Sundays I’ll indulge. But since I feel that food slows me down, I don’t each much, and from about 7 AM to 1 PM I am at maximum output. I am clearest, my brain cells are working the best, I am capable of tackling the most difficult tasks. So I always take the A’s on my to-do list and try and perform them before 11 in the morning. Maximum output, maximum time, that’s what hotel sales is all about.

Around 11 o’clock I begin running out of fuel; I haven’t had much of anything to eat yet, so I’ll begin slowing down. As a result, when lunch time comes around I need food. So I don’t schedule anything from 12 to 2; why? Because I’m usually with customers at lunch.

This is an example of a time-sensitive “A.” You have something that’s the calendar at a specific time, you can’t perform any other tasks except that task at that time, so not only is it an A, it’s what we call a time sensitive A.

So in this case, around 2 o’clock my body begins processing the food; I’ll tell you what, from around 2 o’clock to 3 o’clock I have a lot of trouble focusing. I’m processing the food, my fuel hasn’t turned into energy yet, I really could take a nap standing. So I don’t plan anything difficult between 1:30 and 3, 3:30. It’s my low output time. I’ll do my B and C tasks during that time. But then around 3:30 or 4 o’clock, all the food I’ve had at lunch has begun to process and my energy starts coming back. So from 4 o’clock to 7 or so, I’m back at my maximum output. I’ll put my most difficult tasks again in that time period. Now if I’m going out, I could stay up till two in the morning, I have no problem.

But the point is, do you know what your personal best times are for hotel sales are? You’re hired for hotel sales, so you should do that during your peak periods.

Do you know what your maximum output times of day are? Do you know when your peak performance periods are? If you know your peak period of performance put your A’s in your peak performance period. Don’t fake yourself out at the end of the day saying “Well, that was a great day, look at all the Cs I crossed off my list.” Those A’s will keep coming back over and over again with a vengeance. So ask yourself these questions: Must it be done today? What if it’s not done today? What if it never gets done at all?

And my favorite, can I get someone else to do it?

Posted 6/11/12


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