Share
Mandy Murray, CRMA, Area Director of Sales, Aimbridge Hospitality, HSMAI Rising Sales Leader Council
In a world full of automation, it is easy to get into our reactive routines. Sure, that may keep your businesses afloat, but what will really create success is all the proactive efforts you put in. By definition, proactive means acting in anticipation of future problems, needs, or changes. So, how can we be proactive in creating higher profits for our hotels, in moving forward on our career paths, in building up our team members?
- Proactive Sales: While automation and reactive routines can maintain business, true success comes from focusing on proactive efforts. Proactive sales involve anticipating future needs and changes. This means consistently engaging in prospecting activities, even when immediate leads are available.
- Consistency: By making proactive efforts a daily habit, sales teams can generate higher profits and stay ahead of market changes. Establishing a routine that prioritizes proactive activities is crucial. Automating outreach and using tools like AI can streamline tasks, allowing salespeople to focus on high-value activities.
- Team Development: Keeping proactive sales top of mind for teams involves regular check-ins, setting clear goals, and encouraging personal branding. Leaders should foster an environment where team members feel empowered to take ownership of their success. This includes providing opportunities for professional development and recognizing individual contributions.
- Personal Growth: Outside of sales, being proactive in the workplace involves networking, taking on stretch projects, and pursuing certifications or additional courses. By continuously building relationships and expanding skill sets, individuals can position themselves for career advancement and contribute more effectively to their teams.
The key to success lies in making proactive efforts a consistent part of daily routines, leveraging technology to enhance efficiency, and fostering a supportive environment that encourages continuous growth and development.
Further Reading
Questions for Your Team
- What is your definition of being proactive in the workplace?
- How do you and your team keep proactive sales top of mind?
- What are some reasons why proactive sales slip and what can you do to counteract it?
- Outside of sales specifically, how can you be proactive in the workplace?