Industry leaders Lexy Coley and Jessica Davidson discuss how passion can fuel a career in hospitality, what hiring managers are looking for in new talent, and tips on leadership development.
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HSMAI recently honored the 2021 Top 25 Extraordinary Minds in Hospitality Sales, Marketing, and Revenue Optimization — recognizing leaders from hospitality, travel, and tourism organizations for their accomplishments in the preceding 18 months, including Kevin Barosso, director of sales at Mohegan Sun.
Is this a bad thing? Not necessarily, however, the potential implications require awareness and caution. Insights from Peggy Berg, Founder, Castell, for the HSMAI Foundation.
According to the latest Longwoods International tracking study of American travelers, 44% of them say they are reducing the number of trips they are taking because of record-high prices at the pump, up from 36% in May. Insights on the findings for HSMAI from President & CEO Amir Eylon.
As the industry rebounds and travel returns, organizations must continue to work to avoid employee burnout and improve the employee experience and company culture.
During the recent Chief Sales Officer Virtual Executive Roundtable, the group addressed several topics, including the return of business travel, communicating pricing to customers, and best practices for commercial talent today. Here’s how they responded to survey questions about these pressing issues.
In 2020, many brands’ sales organizations and incentive compensation plans were upended, requiring challenging and swift decision-making. In 2022, we see brands adapting their organizations and plans to meet the “return-to-travel” moment.
The common denominator among these three themes is the stress and burnout it has created among leaders and the associates who are trying to create work-life balance in a VUCA (volatility, uncertainty, complexity, and ambiguity) world.
According to the latest Longwoods International tracking study of American travelers, 41% of them say record-high prices at the pump will greatly impact their decisions to travel in the next six months, up from 32% in May.
HSMAI recently honored the 2021 Top 25 Extraordinary Minds in Hospitality Sales, Marketing, and Revenue Optimization, including Jamieson Asselta, director of global enterprise sales at IDeaS Revenue Solutions.
In continuing the conversation on the challenges in hospitality talent and the talent pipeline, the HSMAI Foundation held its Hospitality School Sales Faculty Forum to discuss the student perspective when it comes to the sales career path.
The world that customers are living in has changed. How can we talk to and educate them about issues that affect them because they are directly affecting hotels? The HSMAI Sales Advisory Board offers some advice.
How can you position your organization for success when it comes to bringing in the best talent? Consider these three ideas, discussed in the HSMAI Curate Presents: Commercial Talent Recruitment & Retention During Recovery on-demand video series, when developing your strategy to attract and retain team members.
We have entered a new era of hospitality and travel. As sales professionals and leaders, it is imperative that we shift our mindset and adopt certain strategies that will lead to effective change in our approach to sales.
Longwoods International’s tracking study reveals many reasons for optimism in that COVID-19 fears among travelers continue to recede, even as travel sentiment is being impacted by higher gas prices in ways that may alter traveler behavior. Exclusive insights on the findings for HSMAI from Longwoods President & CEO Amir Eylon.
Holly Zoba, CHDM, principal at Scout Simply, shares insights on how hotels can update their online outcome metrics using sellers’ Social Selling Index (SSI).
Over the past two years, many hospitality salespeople have reached a point of burnout. How do we address this and help them reignite their passion?
Weekend leisure pricing power, a strong uptick in transient demand, and the gradual rebound of business travel — these are some of the trends that hospitality’s ownership group leaders have been taking note of and were discussed during HSMAI’s recent Ownership Group Commercial Executive Roundtable.
The concept of doing more with less became a two-edged sword, as workers insisted on compensation increases or other concessions to return to work, while burnout and turnover within their departments drove existing workers to seek work elsewhere.
Longwood International’s ongoing tracking study continues to indicate strong pent up demand and most key Travel Sentiment Indicators continuing their positive trends. However, the issue of rising gas prices is having a growing impact.
As we look toward post-pandemic recovery, corporate culture will dictate how teams can function and thrive. This is even more important now that four generations are in the workforce for the first time ever.
About six in ten travelers indicate rising gas prices will impact their travel plans during the next six months. In fact, three in ten travelers say this will greatly impact their upcoming travel. Longwoods President & CEO Amir Eylon provides insight for HSMAI.
The 2022 HSMAI Americas Board of Directors held its first meeting in February, discussing the business of the association as well as uncovering multiple trends and sentiments regarding what they’ve seen in their own companies and in the industry related to the status of business travel and talent. Here are some of the insights they shared.
Sales leaders often find themselves supporting the bottom — whether it’s bottom-performing hotels, sales teams, or salespeople. Maybe the way to really move the needle in an organization is by focusing on the middle.
Longwwods International’s ongoing tracking study brings more encouraging news from key Travel Sentiment Indicators that points to strong Spring Break and Summer Travel seasons ahead.
As vice president of sales and marketing at Connecticut-based Mohegan Sun and the new chair of HSMAI Americas, John is dedicated to furthering his impact on the industry and bringing others along for the ride.
One of the top challenges impacting hotel sales, identified by the HSMAI Sales Advisory Board, is keeping sellers motivated, and one area the advisory board has been exploring is how the lack of authority among sales professionals may be affecting career satisfaction.
Hotel sales reps need to be using the best tools available to prospect for new business. In this article, we will explore tools sales reps can use to find prospects, share content and build their pipeline.
The HSMAI Sales Advisory Board recently identified some of the top issues facing the sales discipline. All these challenges can be positively impacted by ongoing education, training, and coaching.
While the past two years have been, to say the least, unpredictable, we have begun to see and explore trends and new developments that will impact our profession as we continue moving toward a sense of recovery.
Here are eight ways to maximize the relationship with your key partners in planning, from the HSMAI Rising Sales Leader Council – Sales Tools Work Group.
Through interviews with industry leaders, the white paper examines how sales teams are moving from an overreliance on inbound leads to a renewed commitment to hunting and data-driven selling, and how this affects the type of data that sales teams, management companies, and ownership groups need and how they use that data.
Recently we dug deep at the 2021 Sales Leader Forum with insights from John Brich, vice president of Searchwide Global. John recommended two big steps that can help a hotel company survive the war on talent.
HSMAI and Knowland present The New Sales Team, a white paper that discusses how the evolving tactics of hotel sales teams are in turn changing the dynamic between hotel management companies and owner groups.
HSMAI recently honored the 2020 Top 25 Extraordinary Minds in Hospitality Sales, Marketing, and Revenue Optimization, including Stephanie Glanzer, CMP, Chief Sales Officer and Senior Vice President MGM Resorts International.
HSMAI recently honored the 2020 Top 25 Extraordinary Minds in Hospitality Sales, Marketing, and Revenue Optimization, including Gissell Moronta, CMP, Vice President of Sales and Marketing Atrium Hospitality.
While many sales executives expressed optimism at HSMAI’s Executive Roundtables on Oct 27, they also shared that there are many unique challenges they are facing right now as well.
Participants from two recent Chief Sales Officer roundtables expressed optimism as they are seeing positive trends and continued opportunity to grow and reinvent. Here are a few key takeaways that were shared in the two roundtables.
Lowe, complex director of sales at the Woodland Resort and Hotels (part of CoralTree Hospitality) has worked her way through the company since 2007. She recently sat down with HSMAI to discuss her career path and what keeps her motivated.
At HSMAI’s Sales Leader Forum Oct. 26, Cindy Novotny, managing partner of Master Connection Associates, gave a closing keynote address on “Leading Sales into a Post-Pandemic World.” Novotny gave practical…
Michael Dominguez likes to think about what might have been — or what wouldn’t have been if he’d made a different decision and taken a different path. Here are five other things we learned about Mike Dominguez during a recent conversation.
As the reports grow of the delta variant’s decrease in cases, its impact on key Travel Sentiment Indicators is fading, taking them close to levels not seen since earlier in the summer, reports Longwoods International President & CEO Amir Eylon. Here are his insights into the findings prepared for HSMAI.
Insights from HSMAI Sales Leader Forum keynoter Dr. Lalia Rach on how industry sales professionals can sort through the aftermath of a business landscape altered by COVID and identify strategies for success when the new normal is continuous disruption.
Hagopian is HSMAI’s 2021 off-property Sales Professional of the Year. Recently he sat down with HSMAI to discuss his unique start in the hospitality industry and what he’s been working on throughout the pandemic.
HSMAI’s Marketing Strategy Conference 2021 Lightning Round presentation by Holly Zoba, CHDM, principal at Scout Simply focused on how marketers can support their company’s sellers’ use of LinkedIn and positioning on it.
According to the latest Longwoods International tracking study of American travelers, despite initial hopes, leisure travel this fall and holiday period is not expected to rebound significantly. Get insights on the findings prepared by CEO Amir Eylon for HSMAI.
We asked participants at HSMAI’s Ownership Group Commercial Executive Roundtable, held in Dallas on Sept. 30 as part of Commercial Strategy Week, to share positive trends they’ve observed recently.
Prism Hotels & Resorts is experimenting with deploying its sales teams to help address the talent shortage.
Sales icon Cindy Novotny offers a preview of her keynote at HSMAI’s Sales Leader Forum next month — including why this is ‘a great opportunity to go forward.’
Looking for encouraging news? Here are 12 positive developments that members of the HSMAI Americas Board of Directors have observed recently.
With limited staff and resources, many organizations switched to cluster selling during the pandemic and are now deciding whether to keep this model or not. There are pros and cons to that approach.
In order to be an effective salesperson, it is crucial to understand the strengths and weaknesses that come from your personality. HSMAI’s Rising Sales Leader Council’s Sales Tools Workgroup has defined selling tips for four different personality types.
There are many small changes that hotel companies can implement that can make a big difference in terms of being more sustainable. HSMAI’s Rising Sales Leader Council (RSLC) discussed how their hotels are promoting sustainability on a recent call. Here are a few of their best ideas for how hotels can be more sustainable —and why it’s important.
The pandemic may have brought a lot of difficulties over the past 18 months, but because of those struggles, it has also brought a lot of innovation. Recently members of HSMAI’s Sales Advisory Board discussed what they are doing differently and how they are staying innovative to stay at the top of their game.
The return of corporate travel means the return of corporate travelers. How has the experience changed — and how hasn’t it — for our customers?
HSMAI recently honored the 2020 Top 25 Extraordinary Minds in Hospitality Sales, Marketing, and Revenue Optimization, including Staci Olney, Vice President of National Sales, Red Roof.
HSMAI recently honored the 2020 Top 25 Extraordinary Minds in Hospitality Sales, Marketing, and Revenue Optimization, including Heather Bailey, CHBA, CHT, CAEHM, Senior Director of Worldwide Sales – Hotel Sales Optimization, BWH Hotel Group.
HSMAI and ZS recently interviewed sales leaders at leading hospitality companies from around the world. While COVID-19 presented unparalleled challenges, they said it also pushed them to truly think outside the box and adopt novel strategies and approaches they can leverage in the future as travel returns to pre-pandemic levels.
While the war on talent is nothing new for the hospitality industry, the pandemic has made this an even bigger challenge. What other professions and industries can you target for talent and explore for new business development opportunities?
According to the latest Longwoods International tracking study of American travelers, a quarter are postponing travel because of the recent increased spread of the Delta variant of COVID-19. Insights from Amir Eylon, President and CEO.
In analyzing travel and booking patterns throughout the pandemic, experts in hospitality sales, marketing, and loyalty identified several key developments — some of which have long-term implications for hotel companies, especially as it relates to the importance of adapting quickly to changing guest behavior.
New insights from the HSMAI Foundation suggest how to encourage careers in hospitality sales, marketing, and revenue.
HSMAI’s Sales Advisory Board is developing resources to help hospitality organizations that are gearing up to bring back staff and hire for new positions, including niche market sellers. This outline will help sales leaders effectively recruit and deploy niche market sellers.
HSMAI’s Rising Sales Leader Council (RSLC) discussed how to build resilience and why the trait is so necessary in today’s workplace on a recent call. Here are key takeaways from their discussion.
HSMAI recently honored the 2020 Top 25 Extraordinary Minds in Hospitality Sales, Marketing, and Revenue Optimization, including Craig Carbonniere Jr., CHDM, Senior Director of Sales for Milestone Inc.
Participants at HSMAI’s recent Global Curate event brainstormed dozens of KPIs for the post-pandemic hospitality market. We share them below — along with insights and analysis from HSMAI’s KPI Workgroup.
On a recent call, HSMAI’s Sales Advisory Board (SAB) members discussed performance measures, resource allocation, and goals/incentives — three areas of business planning that are important to consider when budgeting for 2022 and beyond.
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.
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.