Want Better Results? Then Expect Better Sales People
By Brenda Fields Founder, Fields & Company | March 06, 2010
Although there are good sales people in this economy, it seems that a property's success has little to do with the quality and expertise of its sales people, as the "order-taking" days are back. Hotels are performing well despite service and product issues, and in many cases, despite poor sales department work habits.
So, when we know that the supply/demand dynamics can change and do change, then why be complacent with short term results and accept work habits that would not be acceptable in any other department? It is a great time to leverage the strong economy and build your sales force from the ground up, by developing sales people with excellent sales skills, great responsiveness and follow up, and an organized and proactive sales approach. Why wait and spend valuable resources to turn business around, when you have everything in place now.
A few simple tips can help protect your investment as an owner and insure optimum performance as a manager.
Tip #1: Hire right
It is unlikely that anyone would deliberately hire a person unqualified for the job or one who would be ineffective. But, by not understanding what makes a sales person effective, we can fall into traps of hiring poorly. Two key concepts are:
Sales is a SKILL, not a personality trait. How many times have we hired personable and attractive people only to find out that they are not effective in booking business? We discover that tentative bookings rarely become definites and that any client complaint can send the sales person over the moon.