Anatomy of a Hotel Sales Manager

By Michael McKean CEO, The Knowland Group | June 25, 2010

Not everyone is cut out for sales – especially cold calling. Quite frankly, few are. Finding those few natural, exceptional people can be a challenge in any environment, but especially now when so many people are looking for jobs. With a single job posting you can be inundated with cover letters and resumes, many of whom are not the slightest bit qualified. Still others look great on paper but turn out to be a big mistake a week into the job.

So how do you find the right people for your sales team? There are a few key qualities to look for in every sales manager you hire. These characteristics have nothing to do with their job history. While experience is obviously a factor, the people who exhibit the following traits naturally are the ones who will bring you the most success.

A People Person

One of the easier characteristics to identify is the ability to get along easily with anyone and everyone. You want someone who likes walking into a room of strangers and introducing themselves. But it's more than just being outgoing. As any good DOS knows, hotel sales is all about building relationships with meeting planners. And with so many different groups out there, no two meeting planners are exactly alike. Developing those relationships takes time, and the process is never quite the same for any particular prospect.

A great sales manager will:

  • Find and build upon a point of connection with the prospect quickly.
  • Make every person they talk to feel like they can relate on a personal and professional level.
  • Feel at ease interacting with different types of people in any social or business situation.
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Guest Service: A Culture of YES

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