Showing items in the "Sales" category

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.

HSMAI Top 25 Profile: Mercedes Blanco

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 Mercedes Blanco, vice president of strategic partnerships, The Hotels Network.

Incentivizing Today’s Sales Team

We have all discussed the need for recruiting, retention, career development, breaking down the silos, and keeping teams motivated while avoiding burnout. Compensation is just one critical piece of the puzzle. Recently the Sales Advisory Board got together to discuss the evolution of incentives for sales teams while driving desired results and keeping teams motivated.

HSMAI Top 25 Profile: Kevin Barosso, Mohegan Sun

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.

The Chief Sales Officer Perspective: On Business Travel, Pricing and Talent

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.

The Chief Sales Officer Perspective: On Business Travel, Pricing and Talent

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.

Trends in Hospitality Sales Incentive Compensation

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.

Trends in Hospitality Sales Incentive Compensation

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.

HSMAI Top 25 Profile: Jamieson Asselta

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.

The Hospitality Faculty Perspective on the Sales Career Path

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.

Post-Pandemic Sales Mindset, Strategies, and Challenges

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.

HSMAI Customer Insight: Travelers’ COVID-19 Fears Continue to Recede | Longwoods

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.

Ownership Group Executives Talk Demand, Talent Best Practices

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.

Doing More with Less: A Talent Two-Edged Sword

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.

HSMAI Americas Board Talks Business Travel, Current Talent Landscape

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.

New Approaches, New Needs

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.

Recruiting and Retaining Sales Team Talent

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.

The New Hotel Sales Team

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 Top 25 Profile: Stephanie Glanzer, CMP

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.

Hotel Sales Executives’ Current Concerns

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.

What’s on the Minds of Sales Executives

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.

Meet Sales Professional of the Year Kim Lowe

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.

Cindy Novotny on Leading Sales Today

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…

The World Around Us: The Outlook for Sales

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.

Meet Sales Professional of the Year Cory Hagopian

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.

Help Sellers Help Yourself

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.

Outlook for Fall and Holiday Travel is Mixed | Longwoods

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.

Why Hotel Ownership Groups Are Feeling Optimistic

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.

The Recruitment Blitz

Prism Hotels & Resorts is experimenting with deploying its sales teams to help address the talent shortage.

Leading Sales Into a Post-Pandemic World

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.’

To Cluster or Not to Cluster?

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.

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.

Updated 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 as key behaviors and abilities that contribute to strong performance in this role.

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…

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