Showing Items with Sales Category


Customized Selling Tips for Different Personality Types

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.

How Hotels Can Better Promote Sustainability

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.

Innovation in Hotel Sales Brought About by the Pandemic

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.

HSMAI PERSPECTIVE: Back to Business

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 Top 25 Profile: Staci Olney, Red Roof

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 Top 25 Profile: Heather Bailey, BWH Hotel Group

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.

Industries to Scout for Hospitality Sales Talent

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?

Fear of Delta Variant Impacting Some Travel Plans

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.

How COVID Has Changed Travel Behavior

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.

Recruiting and Deploying Niche Market Sellers

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.

The Importance of Building Resilience

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.

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.

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