Ten Urban Sales Legends and How to Overcome Them
What Salespersons Can Do to Clarify Their Roles Within Hospitality organizations
By Lizz Chambers Manager of Group Sales, Newport Hospitality Group | February 21, 2016
Summary: Sales associates often operate on the periphery of hotel organizations with their sales methods and negotiation tactics shrouded in mystery from the rest of the team. Their efforts are nonetheless instrumental towards bringing in meetings and group business, and better communication is necessary with other on-property operations to ensure that guest service is never compromised. Ten strategies have thus been outlined to both heighten internal communications amongst different departments and increase sales performance.
It's a new year; a clean slate. Time to put those old myths about being a sales manager to bed. You are a 'sales leader', and that is the way you should be perceived by your hotel team.
Becoming a sales leader means having the vision to look beyond the status quo and the sales tactics that every other team is utilizing. Having been a hotel sales associate for most of my professional life, I have had to endure many misperceptions of what I actually contributed on a day-to-day basis. I found early on that there were ways to take such negative assumptions and turn them into actual teaching moments.
This has helped move my career light years beyond those who simply ignored such sentiments, feeling that they did not have to defend their position or differentiate their approach to business. So now, I pass ten nuggets of wisdom on to you so you overcome these 'urban legends'.
Salespeople Only go to Luncheons and Meetings, and They Don't Actually
Oftentimes, there's a 'bubble' around the sales team within a large
organization whereby members from other departments come to believe that
salespersons only booze and schmooze with the after-work left to the 'real'
employees. What is wrong with asking a team member to accompany you to a
luncheon or a meeting? Introducing your executive housekeeper or guest
service manager over lunch to a potential or a key account could be a very
positive step towards building support for the concept of 'Everybody Sells'.