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?
Here are suggestions from the HSMAI Sales Advisory Board’s Talent Workgroup:
Property management: From proactively reaching out and scheduling site tours, to contracting and closing the deal, property management is a good match for hospitality sales. While there is upward mobility in property management, hospitality has more options for one to grow. Get started with this list of the top commercial property management companies.
Assisted living: You may be able to lure assisted living sales professional to the hospitality industry with the promise of a more upbeat, positive, and future-focused working and sales environment. There is also a good skills match — especially when it comes to consultative selling and understanding clients’ short- and long-term needs. The average salary for sales managers in this sector is $58,000 to $70,000 plus bonuses. DOS compensation in this area is broad — from $65,000 to $302,000 plus bonuses. Get started by looking at the top 10 senior care organizations in the United States, listed here by company size:
- Brookdale Senior Living
- Genesis HealthCare
- HCR ManorCare
- Holiday Retirement
- Evangelical Lutheran Good Samaritan Society
- Golden Living
- Sunrise Senior Living
- Five Star Quality Care
- Life Care Centers of America
Luxury sales: People in luxury sales are taught the value of brand, presentation of product, and personalized service. They are also experienced with customers who can be demanding. Most luxury brands have sales training programs to ensure they build consistency with their brands. Targets include luxury jewelry sales professionals (e.g., Tiffany & Co. and Cartier), luxury cruise lines such as Regent Seven Seas Cruises and Viking, luxury apartment community rental agents, and luxury car and private aviation sales. Salaries for these roles with the commission model range from $45,000 to $100,000.
Additional areas to target: Other professions and industries to consider include airline group sales (average salary of $72,000), OTA market managers ($70,000), ad salespeople and/or salespeople who represent hospitality vendors as Cvent and TravelClick ($65,000 to $80,000), promotional gifts salespeople ($55,000), third-party planners and travel advisers ($85,000), salespeople for freestanding catering facilities ($65,000 to $80,000), rental car group sales or corporate sales ($30,000 to $38,000), and people in sponsorship or fundraising, who understand how to overcome objections and often plan events and build relationships ($80,000 to $115,000).
The list goes on, from golf courses and professional sports teams to conference centers and chambers of commerce. For some hospitality companies, recruiting has already begun and there have been success stories in hiring, productivity, and retention.