Showing items in the "Sales" category

Leadership Essentials from the Hotel Sales Playbook

HSMAI Global recently launched its Certified Hotel Sales Leader (CHSL) certification. This new program is designed to recognize the expertise of hotel sales leaders, emphasizing the most up-to-date sales and commercial principles, practices, and strategies.  

HSMAI Customer Insight: Americans Planning More International Leisure Trips | Longwoods

According to the latest Longwoods International tracking study of American travelers, 39% of them are likely to take an international leisure trip in the next 12 months.  And 34% of those planning international leisure travel say they will take more international trips this year, 50% plan to take about the same number of such trips, while only 16% are planning fewer international trips. Insights from Longwoods President & CEO Amir Eylon.

HSMAI Perspective: Commercial Strategy in Focus

As we prepare for the upcoming Commercial Strategy Conference (CSC), I’m excited to share insights from the newly released HSMAI Foundation report, “From Solos to Symphony. The Transformational Power of ‘Commercial’.”

HSMAI Customer Insight: Strong Summer Travel Season Expected | Longwoods

According to the latest Longwoods International tracking study of American travelers, 92% have travel plans during the next six months. Thirty percent of travelers plan to spend more on summer travel this year compared to last summer, 56% plan to spend about the same as last year, while only 14% plan to spend less. Additional insights from Longwoods President &CEO Amir Eylon for HSMAI.

HSMAI CHSL Study Guide Coming Soon!

 Are you looking to enhance your knowledge of hotel sales? HSMAI’s comprehensive CHSL study guide covers a wide range of topics relevant to today’s hotel sales leaders.

HSMAI CHSL Study Guide Coming Soon!

 Are you looking to enhance your knowledge of hotel sales? HSMAI’s comprehensive CHSL study guide covers a wide range of topics relevant to today’s hotel sales leaders.

Mental Health and Employee Well-being: Prioritizing Emotional Wellness

As we observe Mental Health Awareness Month, and as industry leaders grapple with the challenges of burnout and the increasing importance of nurturing the holistic well-being of their employees, the emphasis on mental health and well-being remains paramount. We explore this in an excerpt from the HSMAI Foundation Special Report: The State of Hotel Sales, Marketing, and Revenue Optimization Talent 2023-2024.  

HSMAI’s Strategic Initiatives to Enhance Local Market Engagement and Value

Here at HSMAI we are ramping up efforts to invigorate our member base and foster robust market-specific growth. As we move into 2024, our strategic priority to “broaden our reach” takes center stage, focusing on developing new markets and enhancing the member value proposition through localized engagement. 

7 Tips to Demonstrate Your Thought Leadership on LinkedIn

LinkedIn is more than just a platform for networking—it’s a critical tool for career advancement and professional visibility. Leveraging insights from the recent meeting of the HSMAI Sales Advisory Board members, here are seven tips you can use to become a LinkedIn thought leader.  

7 Tips to Demonstrate Your Thought Leadership on LinkedIn

LinkedIn is more than just a platform for networking—it’s a critical tool for career advancement and professional visibility. Leveraging insights from the recent meeting of the HSMAI Sales Advisory Board members, here are seven tips you can use to become a LinkedIn thought leader.  

Cross Functional Teamwork and the Evolution of Commercial Leadership

Effective cross-functional collaboration stands as a pivotal trend shaping contemporary business outcomes. Realizing the full potential of collaborative teamwork demands meticulous preparation, the alignment of shared objectives, and the guidance of skilled leadership to reinforce desired organizational behaviors and objectives.

Transforming Talent Sourcing in the Hotel Industry: The Rise of the Gig Economy and Fractional Staffing Models

In the recently released HSMAI Foundation Special Report: The State of Hotel Sales, Marketing, and Revenue Optimization Talent 2023-2024, the second trend investigates how the gig economy and fractional staffing models are changing talent sourcing. Employers in the hospitality industry must adopt a marketing mindset to effectively attract and source the best talent. As businesses strive to fill critical roles in the post-pandemic world, it has become increasingly evident that traditional hiring approaches are insufficient to meet the growing demand for skilled professionals.

Demographic Hiring Trends: Meeting the Needs of Multigenerational Workforces

In this excerpt from the HSMAI Foundation Special Report: The State of Hotel Sales, Marketing, and Revenue Optimization Talent 2023-2024, we explore the intricate dynamics of the hospitality industry, shaped by demographic trends and evolving workforce paradigms. My review illuminates the industry’s current landscape, characterized by both optimism and challenges as it emerges from the post- COVID-19 era. 

The State of Hotel Sales, Marketing, And Revenue Optimization Talent

The trends influencing the hospitality sector talent, particularly in sales, marketing, and revenue optimization, have demonstrated consistency with previous years. However, it is important to acknowledge the significant developments and emerging shifts that are impacting talent within hospitality. This report offers insights into past and emerging trends while examining how the industry has addressed these issues. The HSMAI Foundation State of Talent Report is made possible with the support of the HSMAI Foundation’s corporate talent partners and individual donors and is authored by Dorothy Dowling, Managing Director, Horwath HTL, and a special advisor to the HSMAI Foundation board. 

HSMAI Perspective: Unlocking Talent Trends – Insights from the State of Talent Report

The hospitality industry is continually reshaped by transformative trends and innovations. The HSMAI Foundation Special Report: The State of Hotel Sales, Marketing, and Revenue Optimization Talent 2023-2024, a cornerstone resource for sales, marketing, and revenue optimization leaders, offers a roadmap for navigating these changes. This year’s report is more than findings and forecasts. It offers best practices, case studies, and suggested actions to improve talent outcomes across the commercial functions.  

What’s On the Mind of Rising Sales Leaders?

HSMAI’s Rising Sales Leader Council Members are the future of sales leadership, with new ideas and creative solutions. They are adapting to an industry that is influenced by economic uncertainties, rapid technological developments, and changing customer needs. At their first meeting of 2024, they reviewed their scouting reports, covering the topics they believe will be most relevant this year.  

HSMAI Customer Insight: Travelers Use of Chat GPT for Trip Planning Stalls | Longwoods

According to the latest Longwoods International tracking study of American travelers, only 14% of them have used Chat GPT to plan a trip in the past six months. And only 31% of them report that it is likely they will use Chat GPT to plan their next trip, statistically unchanged from 32% in April of 2023. Insights for HSMAI from Longwoods President & CEO Amir Eylon.

HSMAI Sales Leader Forum Insight: Underwriting Revenue

Christoph McLaughlin , VP of Asset Management Strategy, Ashford, Inc., provides insights during a 2023 HSMAI Sales Leader Forum Lightning Round session, in which industry experts share best practices, in 6 minutes & 40 second presentations, with practical takeaways that  impact the strategic and leadership aspects of the sales discipline.

How Fintech and Other Trends Are Shaping the Future of Distribution

Keeping up with the latest developments and issues in hotel distribution is essential as it changes. In December, HSMAI hosted a virtual distribution executive roundtable. Industry leaders gathered for a discussion that offered valuable perspectives on the state of distribution. Read on for the key takeaways from the discussion.  

How Fintech and Other Trends Are Shaping the Future of Distribution

Keeping up with the latest developments and issues in hotel distribution is essential as it changes. In December, HSMAI hosted a virtual distribution executive roundtable. Industry leaders gathered for a discussion that offered valuable perspectives on the state of distribution. Read on for the key takeaways from the discussion.  

2023 Sales Leader Forum Insight: AI for Dummies: Skynet not quite here yet

Mercedes Blanco, Chief Partnerships Officer, The Hotels Network, provides insights during a 2023 HSMAI Sales Leader Forum Lightning Round session, in which industry experts share best practices, with practical takeaways that  impact the strategic and leadership aspects of the sales discipline.

Effective Communication in the Hotel Industry: Key Takeaways

From meeting planners to your team to guests, it is essential to change your communication strategies aligning with the changing landscape and technological advances. Drawing from a recent discussion with HSMAI Rising Sales Leaders, I have identified four actionable insights that can lead to improved communication throughout hotels, spanning across departments, and extending to clients. 

15 Strategies to Build Healthy Habits in the Remote Workplace Environment

As the New Year unfolds, it’s the perfect time to embrace healthy habits —especially when it comes to integrating those habits into your work routine. I brought this topic of discussion to the HSMAI Sales Advisory Board to hear what these leaders and their companies are doing to thrive and flourish in their personal and professional lives in 2024.  

From “NOW to NEXT”; Scenario Planning for Hospitality Sales and Marketing

While it may be impossible to predict the future, we can certainly share, discuss, and consider EVENTS that may occur in order to be more prepared. This is the topic that nearly forty commercial executives contributed to during a group conversation facilitated by Bart Berkey, Founder of Most People Don’t. 

Top 4 Lessons from Commercial Strategy Insights 101

In today’s competitive environment, commercial strategy can give you an edge in efficiency, growth, and profitability. A cross-discipline working group of Rising Leader Council members set out to capture suggestions for those undertaking this journey. The insights, drawing on the wisdom of 67 industry experts, aim to help us understand the path to building a commercial strategy team. 

2023 Sales Leader Forum Insight: Leaders on W.A.T.C.H.

Lovell Casiero, SVP, Sales & Marketing, PM Hotels, and HSMAI Foundation Board Member, provides insights during a 2023 HSMAI Sales Leader Forum Lightning Round session, in which industry experts share best practices, in 6 minutes & 40 second presentations, with practical takeaways that  impact the strategic and leadership aspects of the sales discipline.

2023 Sales Leader Forum Insight: Elevating Sales

Gissell Moronta, CMP, Senior Vice President, Sales and Marketing, Atrium, provides insights during an HSMAI Sales Leader Forum Lightning Round session, in which industry experts share best practices, in 6 minutes & 40 second presentations, with practical takeaways that  impact the strategic and leadership aspects of the sales discipline.

2023 Sales Leader Forum Insight: The Future of Sales: A View from the Top

HSMAI’s Sales Leader Forum 2023 included a panel of innovative senior sales and commercial leaders who weighed in on what they see in the future for hotel sales, and provide recommendations and insights into what you can do today to prepare for and mitigate the disruptions that are here today and coming tomorrow.

The Value of a Contact Center

Contact centers are not cost centers; they are value centers. Investment in these teams pays off in additional revenue, customer loyalty, dedicated and engaged employees and future leaders. 

15 Tips for Finding Me-Time in This Busy World

Being in hospitality sales can create a very busy environment where we don’t take time for ourselves. Providing time for ourselves can let us become better at our job. I recently discussed this with my fellow Rising Sales Leader Council Members.

Demystifying AI: HSMAI’s Curate Preview  

AI continues to be an opportunity and a bit of an enigma. On November 7th in Long Beach, Organizational members will have the opportunity to take a deep dive into Demystifying AI at HSMAI’s Curate.  Take a look at the jam-packed agenda for this executive insight forum.   

5 Perspectives on Increasing Sales Efficiency: Rising Leaders Discuss Creativity in Sales

With our industry facing staffing struggles, sales teams have had to wear many hats. How do we increase our sales productivity while managing our time? Hotel sales processes have undoubtedly seen changes in attaining new business post pandemic. During a HSMAI Rising Sales Leaders recent discussion, members highlighted fresh perspectives on the dynamic sales environment. 

Unleashing Potential: Nurturing Top Contributors for Impactful Growth

HSMAI staff recently had the chance to interview Bart Berkey, Founder and CEO at Most People Don’t, a speaker at the upcoming Sales Leader Forum. We learned more about his experience and what attendees can expect from his session, Unleashing Potential: Nurturing Top Contributors for Impactful Growth. 

Revolutionizing Hotel Sales Today and Tomorrow

We recently had a chance to chat with Mike Francis, Business Consulting Manager at ZS about his presentation at  Sales Leader Forum. Read on to get a closer look at what Mike had to share about his expertise and his session: Revolutionizing Hotel Sales Today and Tomorrow.  

HSMAI Top 25 Profile: Melissa Kouvelas

HSMAI honored the 2022 Top 25 Extraordinary Minds in Hospitality Sales, Marketing, Revenue Optimization and Distribution — recognizing leaders from hospitality, travel, and tourism organizations for their accomplishments. Melissa Kouvelas, Senior Director of Worldwide Sales, BWH Hotel Group, is one of these honorees. 

State of Talent Trend: Mental Health, Safety, and Wellbeing

Organizations must measure employee wellbeing, happiness, stress, satisfaction, and purpose. Everyone should ask themselves, “How am I creating a thriving workplace?” The past few years have shaken everyone’s confidence in health, job security, and income. Get insights on solutions from the HSMAI Foundation’s State of Talent Report.

HSMAI Customer Insight: Fall Travel Outlook Bullish | Longwoods International

According to the latest Longwoods International tracking study of American travelers, they are planning more travel for every trip category this fall when compared to 2022.  For example, 66% are planning to visit friends and family this fall, up from 56% a year ago, and 53% are planning fall road trips, up 10% from 2022. Insights from Longwoods President & CEO for HSMAI.

The Future of Corporate Travel

As we navigate the complexities of a post-pandemic world, one question looms large: What is the future of corporate travel? This question was brought to the HSMAI Sales Advisory Board.  

HSMAI Top 25 Profile: Laurie Garzon

HSMAI honored the 2022 Top 25 Extraordinary Minds in Hospitality Sales, Marketing, Revenue Optimization and Distribution — recognizing leaders from hospitality, travel, and tourism organizations for their accomplishments. Laurie Garzon, Director of Sales and Marketing at Wailea Beach Resort Marriott is one of these honorees. 

HSMAI Top 25 Profile: Gillian Ware, CMP

HSMAI honored the 2022 Top 25 Extraordinary Minds in Hospitality Sales, Marketing, Revenue Optimization and Distribution — recognizing leaders from hospitality, travel, and tourism organizations for their accomplishments. Gillian Ware, CMP, National Sales Director, San Diego Tourism Authority is one of these honorees. 

HSMAI Top 25 Profile: Kevin McAteer

HSMAI honored the 2022 Top 25 Extraordinary Minds in Hospitality Sales, Marketing, and Revenue Optimization — recognizing leaders from hospitality, travel, and tourism organizations for their accomplishments. Kevin McAteer, Senior Vice President of Marketing and Sales at Concord Hospitality is one of these honorees. 

HSMAI Top 25 Profile: Yola Marshall

HSMAI honored the 2022 Top 25 Extraordinary Minds in Hospitality Sales, Marketing, and Revenue Optimization — recognizing leaders from hospitality, travel, and tourism organizations for their accomplishments. Learn about Top 25 honoree Yola Marshall, Vice President America Sales, IHG Hotels & Resorts.

HSMAI Customer Insight: Travelers Use and Support Short Term Rentals | Longwoods

According to the latest Longwoods International tracking study of American travelers, 47% of them are likely to stay in a short-term rental (Airbnb, Vrbo, etc.) on their next trip. “The impact of short term rentals on the lodging sector is significant,” said Amir Eylon, President and CEO of Longwoods International. More Insights from Amir Eylon for HSMAI.

Exploring Sales Productivity and ROI

Hotel management company sales and marketing executives recently gathered to share their insights and experiences on sales productivity and return on investment (ROI) during a recent virtual HSMAI Hotel Management Company Sales & Marketing Executive Roundtable.

HSMAI Perspective: HSMAI Commercial Strategy Week: Leading the Way

HSMAI’s marketing and revenue optimization conferences — combined into “Commercial Strategy Week” in 2022 — have been at the forefront of the hospitality industry for the past 20 years, providing invaluable insights, education, and networking opportunities for hospitality professionals.

6 Strategies for Managing Up from Rising Leaders

Having a positive working relationship with your supervisor is essential for career development. Even if we don’t realize it, we typically engage in tactics that help us ‘manage up’. The HSMAI Rising Sales Leader Council recently met to discuss how to master this concept and use it to build successful partnerships. 

16 Tips for Preventing Burnout: Keep You and Your Team Happy 😊

Burnout is most common among high achievers and is often related to being short-staffed and high turnover, both prevalent in the current climate. Over the last year, burnout has been a recurring topic for the Rising Sales Leader Council as we’ve brainstormed ways to prevent burnout in ourselves and our teams.  

Sales Evolving in an Automated World

The HSMAI Sales Advisory Board recently met to talk about proactive sales, formerly known as “prospecting,” in its more intimidating form. The conversation was revealing. While the expectation was to discuss overcoming obstacles to prospecting, what played out was a conversation about the ease of proactive sales in our new environments.   

Seven Ways to Improve Sales Efficiency

many hotel sales teams are bogged down with administrative tasks and other duties that leave them with less time to sell. The HSMAI Sales Advisory Board met to discuss how hotel sellers can be more efficient and have more time to sell.

Sales Forecasting: Is Accurate the Enemy of Good Enough?

In 2023 we have fallen back into uncertainty where the conversation around the economic concerns doesn’t match the actual data the hotels are experiencing in real time. Insights from the HSMAI Sales Advisory Board on how we are forecasting in today’s climate.  

5 Ideas to Meet your Professional Growth Goals for 2023

With the start of the new year, professional growth may be on your list of intentions or goals. The HSMAI Sales Rising Leader Council met to discuss the importance of continual learning in our career development, and how there are always opportunities to grow.

The Skills to Succeed in the Current State of Hotel Sales

Insights from Eric Kreins, Assistant Managing Director of Sales, Hilton Worldwide Sales, Chair of HSMAI Sales Advisory Board, on the discipline’s evolution and which skills are needed today to excel in the profession of hotel sales.

Sales Leader Forum Insight: Helping Sales Teams be More Effective & Efficient

As the industry’s recovery continues — and recessionary threats loom — how can you support your team to maintain or grow your margin? What strategies and insights can hotels learn from other industries and industry leaders? Insights from Dr. Kelly McGuire, Principal, ZS, and Jeff Patton, Vice President of Sales, Americas, Hilton, at HSMAI’s Sales Leader Forum 2022.

Understanding Our Gen Z Colleagues

Since boomers are going to retire, generation Z  is increasingly more important. The HSMAI Sales Advisory Board recently discussed what we are or should be doing to attract, train, and retain this generation of incredibly talented people.

HSMAI Perspective: Insights From Sales Leader Forum 2022

The theme of last month’s HSMAI Sales Leader Forum was Elevate. Off-property sales leaders gathered to learn from experts, meet future leaders, and collaborate on the most pressing issues in hospitality sales. We’ve put together many of the best practices and ahas here.

Curate Session Recap: The Leadership

The capstone of Curate was a panel assembled and moderated by Bob Gilbert, President & CEO, HSMAI. The session explored the leadership needed to integrate commercial into an organization

21 Takeaways from the HSMAI Sales Leader Forum

The action-packed HSMAI Sales Leader Forum last week in Frisco, Texas, included strategic conversations, thought leader keynotes, and collaborative roundtables. Read on for key takeaways from the event that highlighted important trends and provided critical insights and best practices. 

What Is the State of the Industry?

Recently Hannah Smith, Senior Consultant at STR, spoke with HSMAI staff to offer a preview of her keynote at HSMAI’s Sales Leader Forum October 20.   

Nobody Has a Crystal Ball

The most prepared companies and sales teams come up on top. One important aspect of this is to educate ourselves on the latest economic predictions to best prepare. Insights from the HSMAI Sales Advisory Board about how sales leadership, in particular, is preparing teams and resources during these uncertain times.

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