In hospitality, defining a sales strategy is not only important for the success of the property, but also necessary in shaping the general business strategy, since it is designed in close connection with the marketing and revenue management strategies. In addition, one needs to consider an integrated approach that includes all targeted segments, from rooms and outlets to group offers, conference rooms and other event spaces.
Thus, the way in which objectives are set, their alignment with the general business goals, the definition of inter- and intra-departmental roles and work procedures, as well as the team’s capabilities to manage systems, to interpret the data collected about potential guests and to handle prospected corporate accounts, all become essential both for the sales department and for the company.
Bringing a new spark to your sales
Whether you already have a dedicated sales division and you need help with the strategy development, or you are just starting out and need support in setting team roles, teaching people and systems management training, Spark Hospitality offers professional advice that covers all specific areas of a sales department:
- Outlining the sales strategy, considering all business objectives
- Market analysis, identifying client segments (business and individual) and defining a personalized sales strategy for each individual segment
- Defining sales objectives and bonus schemes
- Creating a work guide to help the team in achieving objectives
- Implementing sales procedures such as prospecting and account management, and training the team to work with related management systems
- Analysis of sales strategies and performance
- Creating contract templates for the general use of the team
- Up-sell and reporting procedures
- Proactive sales: presenting the hotel in WebEx sessions and communicating with top travel services and corporate accounts
Dedicated trainings and workshops
With the help of our consultants, your team will discover the secrets of a successful sales strategy and work tools that will efficiently help their everyday activity. Our company’s sales training and workshops are specialized in the hospitality industry: sales strategy, management systems and work tools, pricing, site inspection, inquiry handling, contracting, customer retention and loyalty strategies, etc.
