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.
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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.
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.
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.
According to hospitality law expert Greg Duff: ‘There doesn’t seem to be the wave of COVID claims we initially feared.’
Amadeus is seeing continued positive momentum in hospitality based on hotel occupancy for Memorial Day weekend.
Planners are ready to get back to in-person meetings while attendees are a bit less enthusiastic, MMGY tells HSMAI.
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.
What knowledge, skills, and experience do many successful sales hunters have? These seven competencies from HSMAI’s Sales Advisory Board will give you a solid foundation.
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.
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.
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.
Members of HSMAI’s Rising Sales Leader Council recently discussed how they navigate difficult conversations and release the stress that comes with them.
How COVID has changed the lives of hospitality professionals for the better.
Art Adler, president and founder of Adler Hotel Advisors, offered students a variety of insights into the evolving hospitality landscape as well as aspects of leadership that will be important to them as they move through their careers during the HSMAI Greater New York Chapter’s Virtual Global Intercollegiate Spring Conference.
She recently spoke with HSMAI about her experience throughout the pandemic, including how she has kept herself motivated.
“It’s obvious from the data that Americans are ready to travel again, but only if they believe they can do safely,” said Amir Eylon, President and CEO of Longwoods International. Hear his observations for HSMAI in this video report.
Recently, Davin spoke with HSMAI about her experience teaching virtually, including how her students are coping with everything going on around them.
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…
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 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.
According to the latest Longwoods International tracking study of American travelers, 87% now have travel plans in the next six months, the highest level since early March 2020. Amir Eylon, President and CEO provides insights on the findings for HSMAI.
Our advice for students and young professionals who are joining the hotel industry at a challenging moment.
You have to balance the needs of owners, employees, guests, and the market.
Carolyn Corda, Chief Marketing Officer, ADARA, provides HSMAI insights on their latest traveler trend findings in this video, including improvement in business travel bookings.
“Travel planning continues to accelerate as improving pandemic and vaccine data is released,” said Amir Eylon, President and CEO of Longwoods International. See his insights for HSMAI.
Check out the list of terms that HSMAI’s Sales Advisory Board identified as being crucial for every hotel sales professional to know.
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.
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 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.
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.
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.
According to the latest Longwoods International tracking study of American travelers, 81% plan to travel in the next six months, an increase of 16 percentage points since mid-January and the highest level since the beginning of the pandemic last March. CEO Amir Ayton provides insights for HSMAI.
Sheila Hession, executive director of sales at MGM National Harbor in National Harbor, Maryland, spoke with HSMAI about her story of recovery, her plans for the upcoming year, and some insight into who she is.
According to the latest Longwoods International tracking study of American travelers, 70% of them say a vaccine will have an impact on their upcoming travel plans. Exclusive insights on the research for HSMAI from Amir Eylon, President and CEO.
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.
Whether what’s needed is to create one, improve it or simply strengthen it’s important to continue to focus on your self-brand.
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?
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.
Fuel provides HSMAI exclusive insights into the impact of a Covid vaccine on the intention to travel, finding that 60-70% of people said that some form of the vaccination being administered would improve the likelihood of booking a vacation in the next 6 months.
According to the most recent Longwoods International, about 40% of American travelers do not plan to hit the road before there is vaccine distribution.
Holly Zoba, CHDM, principal at Scout Simply, shares insights on how you can become a trusted resource for clients.
Insights into how sales professionals can increase their business acumen in 2021 by developing your business financial scorecard.
A Look Back at 2020’s Most Read HSMAI Sales Insights.
On a recent call, members of HSMAI’s Sales Advisory Board discussed how they take care of themselves while trying to help their teams as well. Here are takeaways from our discussion.
Let’s celebrate — yes, celebrate — everything we’ve accomplished in the strange and stressful year behind us, and look forward to everything we have yet to accomplish in the year ahead.
According to the most recent Longwoods International tracking study of American travelers, 15% of them have canceled their holiday travel plans in the last two weeks as the coronavirus surges nationwide. Another 10% shifted their holiday trips from a fly trip to a driving one.
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.
During a Recovery Connections session on Dec. 2, customer segment representatives share their perspectives on successful approaches to meeting customer expectations.
Based on hotel bookings for the week of November 22-28, Amadeus sees potential improvement in Thanksgiving holiday forward-looking occupancy compared to Labor Day.
Carolyn Corda, Chief Marketing Officer, ADARA, provides HSMAI insights on their latest traveler trend findings in this video.
Members of HSMAI’s Sales Advisory Board (SAB) discussed how technology is enabling them to make successful sales with fewer resources on a recent call. Here are key takeaways from their discussion.
MMGY Global’s latest travel safety barometer provides the latest insights into how to navigate the next normal as it unfolds.
Miller sat down with HSMAI to share her experience of working throughout the pandemic as director of sales, including the highs and lows that have come with it.
During a Recovery Connections session on Nov. 4 – part of HSMAI’s Road to Recovery 2020 program, ZS’s Kunal Shah presented on “The Metrics That Matter.”
Cindy Novotny of Master Connections, 2019 HSMAI Sales Lifetime Achievement Award honoree, provides exclusive insights for HSMAI members on how to adapt to today’s environment and reinvent what you are selling based on market conditions.
At the start of the pandemic, Director of Sales Carrie Boor was one of only three full-time employees left to run the hotel Recently, Boor sat down with HSMAI to share her experience.
What’s promising and maybe a little surprising for some is group has been consistently improving in the third and fourth quarters.
Carolyn Corda, Chief Marketing Officer, ADARA, provides HSMAI insights on their latest traveler trend findings in this video.
As marketers, we have to process vast amounts of data and sometimes dig deep into the data at a granular level to reveal insights and patterns that are actionable.
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.
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.
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.
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.
HSMAI hosted a virtual Executive Roundtable for hospitality chief sales officers in partnership with Clairvoyix, STR, and ZS on Oct 8. Here are key takeaways from the group’s discussion.
Forging ahead is our best path to recovery, and as we continue to analyze traveler behavior it’s clear that this is becoming a more widely shared sentiment.
Sales and marketing professionals at hotel management companies shared best practices they have learned over the past few months and how they have been adapting to the widespread disruption caused by the pandemic.
Amir Eylon, President & CEO of Longwoods International, provides HSMAI insight into his firm’s latest traveler sentiment survey findings that “We know from our research that to win customers during this pandemic, tourism businesses need to inspire consumer confidence in the safety of visiting their facilities.”
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.
Cindy Novotny, 2019 HSMAI Sales Lifetime Achievement Award winner, provides exclusive insights for HSMAI members on how to be scrappy and build relationships to succeed in sales today.
HSMAI’s Sales Advisory Board members recently revised their recommendation on the top issues requiring sales leaders attention.
In this video report, Melissa A. Kavanagh, Director of Analytics, Fuel, provides HSMAI exclusive insights on how confidence in travel has continued to rebound since their last survey, and is nearly at the level seen in June.
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.
A dive into the performance related to individual business travelers immediately following Labor Day and looking forward through the end of October.
According to Groups360’s most recent research into the shopping and buying experiences of part-time meeting planners, these administrative professionals stated that nearly all of their meeting types will return to the face-to-face format as soon as it’s safe to do so.
Right now, hunters are desperately needed, according to HSMAI’s Sales Advisory Board, who on a recent call discussed what makes a good hunter and why this type of salesperson is so valuable right now.
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.
During Cvent Connect, Sorenson shared the challenges that he has faced on a personal level, as well as Marriott’s efforts in diversity and against coronavirus.
President & CEO of Longwoods International, provides HSMAI insight into his firm’s latest traveler sentiment survey findings that American consumer confidence is rising as more than two-thirds of American travelers have travel plans in the next six months.
Reid recently spoke with HSMAI about her experience working through the pandemic, including adding marketing and business-travel sales duties.
Nassetta shares Hilton’s experience during the pandemic, his thoughts on the future of hospitality, and how hotels can better work to support event professionals and bring in more business.
With the right attention and guidance, this untapped opportunity could mean more loyal group business for the hotels that meet their needs.
Insights for HSMAI on comparing Memorial Day and July 4th booking trends as you plan for Labor Day, the last holiday of the summer season.
In this video, SiteMinder’s Founder Mike Ford provides HSMAI insight into how travelers are choosing nearby beach and country locations for travel.
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.
MMGY shares insights with HSMAI from their recent travel agent survey.
HSMAI recently spoke with Norris, a member of HSMAI’s Rising Sales Leader Council, who has worked on-property full-time throughout the pandemic about how things have looked on the front lines.
Amir Eylon, President & CEO of Longwoods International, provides HSMAI insight into his firm’s latest traveler sentiment survey findings, including how the ever-shifting threat of the pandemic has taken its toll on consumer confidence in official information sources.
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.
Here are five challenges to sourcing meetings as well as ways hoteliers can stand out from their comp set by addressing the needs of planners.
Witt recently shared with HSMAI her experience coming back to work after being furloughed and readjusting to the new normal.
Melissa A. Kavanagh, Director of Analytics, Fuel, provides HSMAI exclusive insights on how travel sentiment has definitely seen a shift, and on the preference of mask ordinances in the respondents’ travel destination.
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.
As hotels pursue reopening to varying degrees, they are preparing themselves to welcome back groups. But how likely is it that groups will be there?
Amir Eylon, President & CEO of Longwoods International, provides HSMAI insight into his firm’s latest traveler sentiment survey findings, including that three-fourths are changing their travel plans because of the coronavirus pandemic, the highest level since mid-May.
Takeaways from the recent HSMAI Chief Sales Officer Executive Roundtable on RFPs, incentive plans, and rates.
Tips on how your hotel can remain engaged with travel management companies (TMCs), so you are top of mind once travelers are ready to make their next journey.
In this video, SiteMinder Founder Mike Ford, provides HSMAI insight into the variation in demand trends in different global destinations.
President & CEO of Longwoods International, provides HSMAI insight into his firm’s latest traveler sentiment survey findings that show a leveling off of travel intentions.
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.