Managing the Sales Function

The role of hotel salespeople has changed and evolved as the world and our industry has evolved.  Professional hoteliers who manage a salesperson/team or function need to update their knowledge on the changing landscape to ensure they set up their sales function to succeed in the new landscape, ensuring sales work across disciplines to optimise results for the hotel(s) and their owners.  This course is suited for anyone managing a hotel, resort or accommodation sales function, whether you have full-time on-site staff, off-property staff or outsourced resources.

You will learn:

• Leisure Sales: the key operators and decision-drivers
• Corporate Sales: the Corporate RFP season – how to plan, prepare and navigate for success
• Understanding how contracting works in the complex environment of floating, dynamic and static pricing
• Operators' models of commission, mark-up and margin
• Motivating and engaging with your sales team for optimal performance
• Case study: Walking through an example of what a day or week looks like for a salesperson
• MICE Sales – the key operators and decision drivers
• Meetings and functions – are your sales team an efficient, customer-centric team? What should be happening to win more of the group and meetings business?  How can operations help?