General Managers Workshop: Managing Today's Hotel Sales Teams
David M. Brudney, ISHC, a nationally recognized spokesman for hotels and a veteran with four decades of experience, is the principal of David Brudney & Assoc. of Carlsbad, CA |
By David M. Brudney, ISHC, July 2005
I conducted a Sales-oriented workshop recently for a group of G.M.s
from a medium sized hotel management company on the West Coast.
In an effort to create a program whereby all the participants might
have a stake in the exercise, I polled each G.M. asking what questions,
issues, challenges they would like to see addressed.
G.M.s Want to Know
Here’s what they submitted - - if you were participating in the session,
would you have listed any of these issues? Which ones? What
new issues, questions and challenges would you have added? Let me
hear from you and then I’ll do a composite and then let’s begin a series
with some good, topical dialogue.
-
What percentage of time should a G.M. spend directly in Sales?
-
What percentage of revenue should be devoted to Sales and Marketing (S&M)?
-
What realistic R.O.I. should we expect from S&M expenditures?
5-to-1? 7-to-1? 15-to-1 or higher?
-
What metrics should be used to measure Sales activity? Are there
any industry benchmarks?
-
Authority to quote group rates: when should the G.M. know it’s "safe" to
empower Sales to do so?
-
What types of incentive programs work the best?
-
How long should a G.M. give an under-performing Sales associate?
Is there a timetable?
-
In interviewing potential Sales candidates, what are some "good fit" questions
to ask?
-
What intrinsic qualities should a G.M. look for in the best potential Sales
candidates?
-
Time management: can it be taught?
-
How to deal with Sales associates’ lament: "not enough hours in the day
to do all I have to do"
-
Bonding and socializing with the Sales team: how much is too much?
-
Sales office systems for smaller, limited service hotels: are there any
good alternatives to costly software programs?
Okay, let the dialogue begin! Let me hear from you: G.M.s, owners,
corporate staff, Sales associates, e-mail me your comments on the issues
above and in my next article we’ll share answers, opinions, ideas - - maybe
even start some debates. This should be fun for all!
© copyright 2005
About David Brudney & Associates
David M. Brudney, ISHC, is a veteran hospitality sales and marketing professional concluding his fourth decade of service to the hospitality industry. Brudney advises lodging owners, lenders, asset managers and operators on hotel sales and marketing "best practices" and conducts reviews of hospitality (as well as other industry) sales and marketing operations throughout the U.S. and overseas. The principal of David Brudney & Associates of Carlsbad, CA, a sales and marketing consulting firm specializing in the hospitality industry since 1979, Brudney is a frequent lecturer, instructor and speaker. He is a charter member of International Society of Hospitality Consultants. Previously, Brudney held hospitality sales and marketing positions with Hyatt, Westin and Marriott.
Contact: David M. Brudney, ISHC, Principal
David Brudney & Associates
Carlsbad, CA 92009
Phone: 760-476-0830
Fax: 760-476-0860
Email David Brudney
Web Site: www.DavidBrudney.com
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