Showing Items with Sales Category


Resilience Starts With Your Own Wellbeing

As business comes back, an already stressed and strained hospitality workforce faces even more pressure. Take a pause with performance expert Dr. Jannell MacAulay’s exclusive three-part series on personal, professional, and organizational resilience.

Being a Sales Hunter, Part 3: The 8 Strengths of Successful Hotel Sales Hunters

HSMAI’s Sales Advisory Board has created a three-part series to help sales hunters improve their skills and increase their value to organizations, beginning with a checklist of best practices, followed by advice on developing prospecting skills, and now including this list of strengths to look for when hiring a sales hunter.

Sales Metrics for ROI & Recovery in 2021

As hotels bring back sales teams, it’s more important than ever to measure the things that matter most to business recovery. HSMAI’s Sales Advisory Board suggests the following metrics to track at the property level to ensure sales is delivering effective, efficient, and measurable outcomes.

Is Working From Home Here to Stay?

During a recent call, members of HSMAI’s Sales Advisory Board (SAB) discussed how hotel companies can use flexible benefits as an incentive to retain and hire sales talent.

HSMAI Customer Insight: Expect An Onslaught Of Travelers Soon | Fuel

According to their latest consumer research, Fuel says, “We’ve already seen a giant boom in some markets over the last 6 weeks of people booking hotel rooms. Some properties are seeing more than double the revenue booked online compared to 2019. The data in this survey shows that people are ready NOW to research, book, and travel in the very near future. ” Hear insights into the findings prepared for HSMAI by Melissa Kavanaugh, Fuel’s Director of Analytics.

Turning Self-Doubt Into Positive Momentum

Members of HSMAI’s Rising Sales Leader Council shared on a recent call what has helped them take risks, push past self-doubt, and identify their professional strengths and weaknesses.

Being a Sales Hunter, Part 1: The Essential Checklist

HSMAI’s Sales Advisory Board (SAB) is developing resources to help hospitality organizations that are gearing up to bring back staff and hire for new positions, including sales hunters. The SAB created a three-part series to help sales hunters improve their skills and increase their value to organizations — beginning with this checklist.

How to Hire a Vice President of Sales

HSMAI’s Sales Advisory Board (SAB) is developing resources to help hospitality organizations that are gearing up to bring back staff and hire for new positions, including vice presidents of sales. The SAB has drafted this job description template to use as a starting point for the sales vice president role.

How to Hire a Sales Hunter

HSMAI’s Sales Advisory Board (SAB) is developing resources to help hospitality organizations that are gearing up to bring back staff and hire for new positions, including sales hunters. The SAB…

Recognizing Burnout and Other Issues in Hotel Sales

After a year of pushing ourselves to the max, many of us have hit a “pandemic wall.” HSMAI’s Sales Advisory Board members discussed their concerns around bringing staff back, supporting the staff they still have, and future business.

Cindy Novotny: Be The Entrepreneur You Say You Are

Cindy Novotny of Master Connections, 2019 HSMAI Sales Lifetime Achievement Award honoree, provides exclusive insights for HSMAI members on how to have the drive, passion and knowledge to help your customers. 

Building in Time for Professional Development

Professional development has taken a back seat for many hospitality professionals as they have focused on keeping afloat over the past year. Now that things are beginning to slowly move forward again, it’s time to start carving out space to build professional skills.

How to Attract Future Hospitality Talent

In order for our industry to continue to grow and thrive, we’ve got to continue to attract high-quality talent to the field. So, how do we bring in new talent? Members of HSMAI’s Sales Advisory Board discussed their thoughts on a recent call. 

Cindy Novotny: HSMAI, The Future is Looking Good

Cindy Novotny of Master Connections, HSMAI Sales Lifetime Achievement Award honoree, provides exclusive insights for HSMAI members on how to how take on improving business conditions and the importance of responding every new lead coming in.

Sales Executives Continue to Tackle Business Challenges

If a return to normal is one of the signs that the pandemic is receding, take heart: Perfectly normal topics such as group business challenges, innovation, and incentive plans were a few of the discussion points during HSMAI’s virtual Chief Sales Officer Executive Roundtable on Feb. 9.

HSMAI PERSPECTIVE: Problems With the Pipeline

I’ve written before about the severe underrepresentation of Black professionals across the executive level in the hospitality industry — including in senior sales, marketing, and revenue optimization positions. There are many different reasons for this, but new research by the HSMAI Foundation highlights a big one: We’re not investing sufficiently in the talent pipeline.

Checklist: What Can You Do to Strengthen Your Personal Brand?

HSMAI’s Rising Sales Leader Council recently came up with this quick and simple checklist to help guide members of the hospitality industry with building and strengthening their personal brand to always stay relevant in our rapidly evolving industry.

HSMAI PERSPECTIVE: Continuing Along the Road to Recovery

After close to a full year of a pandemic that has ripped through our industry like few others, it’s hard to know what to make of 2021. Do we breathe a sigh of relief and turn the calendar? Do we look forward to better days ahead? Do we make resolutions?

Executive Briefing: IHG’s Tamara Laster

Recently, Laster talked to HSMAI about balancing the qualitative and the quantitative, creating a global sales strategy during a global pandemic, and looking ahead — short term and long term.

Cindy Novotny: Believe

Sales leader Cindy Novotny of Master Connections says in this message for HSMAI that now is the time of the year to believe, to give back to your customers, and to prepare for success in 2021.

Legal Considerations for Hotel Sales Professionals

The legal implications of COVID have been astounding, as many hotels are still struggling to understand how many people they can legally host for a meeting or how they can enforce cancellation clauses.

CURATE BOOK CLUB: Can’t Do It Yourself

Insights from industry icon Mike Leven on “Can’t Do It Yourself: How Commitment to Others Leads to Personal Prosperity,” his new memoir recounting his life and long, distinguished career in hospitality.

Recovery Connections: Sales Strengths vs. Sales Skills

During a Recovery Connections session, Prism Hotels’ Allison Handy and Hilton’s Eric Kriens joined Johnson & Wales University’s Katie Davin to discuss how to “Leverage STRENGTHS, Not Skills, to Drive Results From Your Team.” Here are key takeaways form their conversation.

HSMAI Customer Insight: Home for the Holidays? | Longwoods

Longwoods International, provides HSMAI insight into their latest traveler sentiment survey findings that half of American travelers are currently planning to stay home for Thanksgiving, Christmas, Hanukkah, Kwanzaa or New Year’s Eve. 

Combating Age Discrimination in the Workforce

HSMAI’s Rising Sales Leader Council along with several members of HSMAI’s Sales Advisory Board discussed the issue of age discrimination and the best ways to combat it on a recent call. Here are key takeaways from their discussion.

HSMAI Customer Insight: Turning Traveler Comfort Into Confidence | MMGY

As we enter into what MMGY Global has identified as the new Stretch Season, now is not the time to sit back and wait to see what’s coming next; it’s time to nurture that growing level of comfort and amplify messages around health and safety initiatives, and yes – even hotel travel deals. 

The 2021 Outlook for Hospitality and Travel

Global economist Bernard Baumohl previews his upcoming HSMAI economic outlook webinar, including what goes into making his predictions and how they’ll change the Hospitality and Travel Industry.

Should We Move Toward Centralized Sales Departments?

One of the biggest shifts in sales brought about by the pandemic is the increase in salespeople representing multiple hotels and working off-property. HSMAI’s Sales Advisory Board (SAB) shares the pros and cons of this sales model as well as their personal experiences.

Reevaluating Your Sales Strategy

Take the time to pause and reevaluate your overarching sales strategy. We suggest the following three areas to focus on as you build and execute a recovery strategy.

The Growing Importance of Digital Sales Skills

When every single sale is crucial to the business, being able to utilize technology is critical to staying ahead of everyone else, with tools such as apps helping give salespeople the competitive edge they need to stay afloat.

Group Sales in a Post-COVID Marketplace

The group sales landscape likely will be very different in the near to medium term. Hotels will need to be agile in pivoting to whatever the new normal looks like.

View All Items