Hospitality sales people avoid a crisis through written goals

hospitality sales pros set goals

Hospitality sales people set and write down goals to be proactive and avoid crises.

Hospitality sales people must anticipate an occasional crisis in the dealings with day-do-day situations. Hopefully you read a bit about that in my my blog post this past October.

Because the seasoned and successful hospitality sales pro is one who acts proactively to see and minimize the number and severity of crises, this is a skill that is essential for you to develop. Because we can not control external factors, we will never eliminate these crises entirely. But by minimizing the number and severity of crises that come into our lives, we’ll reap a number of benefits for ourselves, our clients, and our colleagues.

So I’d like to go a bit deeper into the topic.

In October I asked if you build cushions into your day to allow time to respond to unexpected crises. The point I was making seemed an oxymoron: you must plan for the unexpected.

Planning for what you can’t foresee relies heavily on strong time management skills. I’ve written extensively about time wasters that plague business in general, and hospitality sales people in particular: too many meetings, too many administrative tasks, overbooking your day, etc. For more information on those topics see my earlier blog posts.

But the time management aspect that is an absolute necessity is planning your day and week in advance. How do we get direction for planning for those time periods?

All such planning must be consistent with your goals as a hospitality sales professional and your hospitality sales organization as a whole, as determined in consultation with your manager. If you do not have these goals WRITTEN DOWN and clear in your mind, it’s critical that you sit down with your boss and do so.

It is critical that you have written goals, and I urge you to do so not just in your job, but other areas of your life. Why is it important? These reasons are adapted from and come courtesy of Michael Hyatt Intentional Leadership in a blog post.

  1. Writing down your goals forces you to clarify what you want. You wouldn’t take a drive in your car without a plan as to where you are going, would you? You have a goal — a destination. Similarly, writing down your goals forces you to select something specific by deciding what you want.
  2. Writing down your goals will motivate you to take action. Having written goals is only the beginning. Articulating your intention is important, but  you must execute on your goals. You have to take action. So don’t just have written goals, but REVIEW them periodically to keep yourself on track.
  3. Writing down your goals will provide a filter for other opportunities. The more successful you become at hospitality sales or other areas of your life, the more you will gather other opportunities. These new opportunities can pull you off course. Your written goal list will help you to evaluate these new opportunities.
  4. Writing down your goals will help you overcome resistance. Every meaningful intention, dream, or goal encounters resistance. From the moment you set a goal, you will begin to feel it. Obviously when an airliner takes off and the wind blows it off course, the pilot does not return to the airport to start over. Rather he or she makes course corrections to reach the goal/destination. Having written goals will help keep the destination in mind.
  5. Writing down your goals will enable you to see—and celebrate—your progress. Life is hard, particularly when you aren’t seeing progress. But written goals are like mile-markers on a highway. They enable you to see how far you have come and how far you need to go. They also provide an opportunity for celebration when you attain them.

Crises big and small will occur, as we know. But in order to minimize it’s impact on item #4 above, when you sit down to plan your day and week consistent with your goals, put your to-do list together. But thoughtfully consider each item and try to anticipate where a crisis could occur. When you plan cushions for that, you won’t get severely blown off course.


Posted 1/21/13

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