Showing items in the "Sales" category

Legal Issues for Sales Leaders in 2020

Rudner will be sharing his knowledge at HSMAI’s Sales Leader Forum on Nov. 5–6 in Dallas, where he will present “Headlines and Headwinds for 2020: Legal Issues for Sales Leaders’ Radars.” He recently spoke with HSMAI about what to expect from his presentation.

How I Got Here — Jonathan Kaplan, IHG

Jonathan Kaplan is vice president of global sales strategy at IHG and a member of HSMAI’s Sales Advisory Board. As a kid, some of my favorite memories were traveling with…

New Incentive Plan Research Yields Varying Results

New research from HSMAI and ZS Associates presented at HSMAI’s Hotel Management Company (HMC) Sales & Marketing Executive Roundtable in May studies the sales incentive plans for 39 different HMCs. HSMAI’s Sales Advisory Board (SAB) discussed the key findings on a recent call.

What Makes a Hotel Sales Legend?

What makes someone a hospitality sales legend? You tell us. No, seriously, tell us. HSMAI is accepting nominations for its Award for Lifetime Achievement in Hospitality Sales, which will be…

Big Picture Strategy

This approach gives sales teams and revenue managers the power to future-proof their jobs. This is done by enabling them to move beyond reactive strategies — inbound streams of RFPs…

The Sales Power of Data Intelligence

The rise of RFP engines and distribution channels has drastically changed the landscape of hotel group business. While these are important, necessary tools for hotels and meeting planners alike, they’ve…

Competencies Checklist for Hotel Sales Managers

This checklist* can be used by hotel sales leaders, general managers, HR professionals, and others to assess the skills and knowledge required to perform the role of Sales Manager — as well…

Competencies Checklist for Hotel Sales Leaders

This checklist* can be used by sales leaders, general managers, HR professionals, and others to assess the skills and knowledge required to perform the role of Sales Leader, and the key…

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