Hotel sales and time management

Time management means more time for hotel sales

Hotel sales people should try to spend 75% of their day selling.

Hotel sales people get great value from our training because we’ve actually studied what differentiates great hotel sales people from the rest of the pack. We’ve isolated the common denominators that set them apart from the average hotel sales person. While hotel sales training that leverages an experienced manager’s training is important, it only covers that which he or she has found successful. So that’s fine as far as it goes. While it’s vital to listen to your boss’s mentoring and even the training provided by your hotel management company or corporate trainers, that’s typically derived just from their experiences.

In contrast, over the years, we’ve done extensive studies to determine these common denominators for the very best of the hotel sales pros… those that shatter quota month in and month out. And despite the fact that those in hotel sales are a largely diverse group and their hotels vary widely by type, location, etc., there are common traits and actions that the great hotel sales people have and do. So whether you’re new to the business or a seasoned veteran, whether your hotel is a resort or a big city property, whether the hotel is an airport property of on the beach, whether your hotel has even been built yet, we’ve found that the great hotel sales pros do several things alike.

When it comes to time management, great hotel sales people try to spend 75% of their day selling. By “day” we mean your potential sales day, which you need to have defined, either by you or for you. We do typically define it as an 8 hour day, but those hours may vary according to when your target market can be reached. For example, a hotel sales person on the west coast of the U.S. who sells to the association market may have a sales day that starts at 5:30 a.m. since their market consists largely of associations on the east coast. So to start you’ve got to know what your selling day should be, so discuss this with your manager if there is any doubt.

Back to the 75% figure I just gave you… Where does that number come from? 25% of hotel sales is identifying new accounts, 25% of hotel sales is making presentations to new accounts, and 25% of hotel sales is handling inquiry requests whether they be electronic or telephone. Are you a 75%er?

We find from our studies that most hotel sales folks spend just 14% of their time selling. They are so consumed by distractions such as meetings, requests from other departments and other non-selling activities that it robs them of the time needed to spend on the main activity that is expected of them: hotel sales.

But here’s the good news: if you’re only a 14%er, if you were to double that and get to 28% of your day in the sales mode you would be doubling your productivity as a result. If you got to 50% you would be tripling your hotel sales productivity. Think about that…

So if you’re not currently spending much time selling, spending 50% of your day doing so seems to be reasonable, while 75% is very idealistic. Admittedly, that’s a perfect hotel sales world. I’m not really sure how capable we are day in and day out of spending 75% of our day selling. But we certainly ought to be shooting for 50% of our day on hotel sales activities.

To accomplish this, I highly recommend that you study time management seriously, and we have an excellent course below that would be a terrific investment. It can turn you into a time management expert and gives you the skills to manage your time better in the office as well as the rest of your life. It can truly help you create a life breakthrough that unleashes extra hours in every day. And it has a 60-day money-back guarantee.

 

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Posted 7/15/13

 

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