Hotel sales professionals should do a time audit

hotel sales pros do a time audit

Hotel sales superstars have done a time audit on themselves to find out when they’re at their sales peak.

The top hotel sales people – and sales pros in other fields – have taken the time and effort to do a time audit to find out when their peak performance periods are. Armed with this information, these hotel sales superstars spend their peak performance hours on their “A” priority activities — especially the hotel sales they were hired to do. A time audit will help you identify those times.

You can google “time audit form” and come up with a variety, but the form itself will just basically be lined graph paper with times marked down the side. And you write in your activities for the day as you do them. Afterwards, you should go back to the form for analysis of where you were most productive. Usually, when your get your best work done will be pretty obvious, and that’s the time that you should use for your hotel sales activities.

Here is an excellent explanation of more detailed methodology for a time audit. It applies to hotel sales and all areas of our professional lives.

If you are more electronically-minded, you can ditch the written sheets and keep track of your hotel sales and other activities with this free iPhone app.

free time audit app

Let me give you a personal example. After doing a time audit on myself, I found that my most productive time is in the morning. I wake up by 5:30 every morning, regardless of where my travels take me for my hotel sales training seminars. I set my alarm clock, but I’m almost always up before it. I have a couple of cups of tea, but I don’t eat lots of food — it slows me down.  And from about 7 AM to 1 PM I’m at peak output. I am clearest, and my brain cells are all firing, so I am able to tackle my most difficult tasks. So I always try to put my A priority tasks on my to-do list to try and perform between the early morning and 11 a.m.

Since your A priority should be direct hotel sales, you should be doing that during your peak period too.

But how do you make your non-peak time productive? For me, I’m usually with hotel sales training customers at lunch, for example. Around 2 o’clock my body begins processing the food; and from around 2 o’clock to 3 o’clock I have a lot of trouble focusing. I’m processing the food, and my fuel hasn’t turned into energy yet. I really could practically take a nap standing up, So I don’t plan anything difficult between 1:30 and 3 or 3:30. It’s my low output time. I’ll do my “C” tasks during that time.

But then around 3:30 or 4 p.m. all the food I’ve had at lunch has began to process and my energy starts coming back. As a result, from 4 o’clock to 7 or 7:30 at night I’m back at my maximum output. I’ll schedule more of my most difficult tasks again in that time period.

But my example here is just that, an example. Everyone has their own unique rhythms, so that’s why the time audit is so important. You have to know when you’re at your hotel sales peak.

Do you know what your maximum output times of day are? Do you know when your peak performance periods are? After you establish what your peak performance periods are, put your “A”s in those peak performance periods. Don’t delude yourself at the end of the day and pat yourself on the back for all the “C”s you accomplished. You know, those “A”s will keep coming back over and over again — that’s why they are “A’s”.

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? That’s the essence of delegation, of course, but that’s another topic for another time.

Begin your time audit right away.

It’s not that hard. Then when you know when you are at your peak, maximize the time for hotel sales when you’re most effective.

Posted 9/25/13

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