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This article was no exception, especially when they were writing about the salesprocess. According to Wikipedia - A salesprocess is an approach to selling a product or service. There is an “engineering” view of the salesprocess. VERY IMPORTANT - See, download this article from Google Research – ZMOT).
It’s not uncommon for revenue to slide. It happens to all sales organizations at one time or another. Revenue being down isn’t the most difficult problem. Knowing why revenue is down and where to look is the biggest challenge. When sales are down there are only 4 levers leadership can pull to improve sales.
Traditionally, I would tell you that in our business of selling business consulting services – specifically, evaluating sales teams, helping companies hire better sales people, sales training, and sales management development – the sales cycle is anywhere between 3 and 9 months. Guaranteed!
It’s not uncommon for revenue to slide. It happens to all sales organizations at one time or another. Revenue being down, isn’t the most difficult problem. Knowing why revenue is down and where to look is the biggest challenge. When sales are down there are only 4 levers leadership can pull to improve sales.
Traditionally, I would tell you that in our business of selling business consulting services – specifically, evaluating sales teams, helping companies hire better sales people, sales training, and sales management development – the sales cycle is anywhere between 3 and 9 months. Guaranteed!
A” players understand employers have a problem and that’s why they are looking to hire someone. They understand, many times better than the hiring manager, that understanding what the problem is and having a clear understanding of what it is going to take to fix the problem is the only way to ensure the job will get done.
I’m not gonna start this series with how to hire more sales people or how to add new processes, or how to change the culture or hire a CRO or, or, or. When it comes to scaling a sales organization, the first question that must be answered is, why? The sales team has to do very little selling.
I’m a big fan of training, it’s true that most sales people wing it; they need structure and discipline in how to go about organizing their work. If management can’t be bothered to get their act together, can we really fault sales people/team? You can always find salespeople to sell more of what you make.
But even if the salespeople you hired didn’t produce good results, the truth is that there are good salespeople in every market! Hiring Mistakes. One reason you struggle to hire good salespeople may be because you believe every candidate who lists a sales role or two on their resume knows how to sell. Resource Mistakes.
The place I see sales management fail the most (just behind hiring “A” players) is pipeline management. This failure has tremendous impact on revenue. It is sales leaderships job to be the grease that moves opportunities through the pipeline. After all, it is our job to help keep deals moving.
What is a hotel sales manager? A hotel sales manager is a professional hired by a hotel to develop and manage sales strategies , with the aim of increasing brand visibility, bookings and revenue. What does a hotel sales manager actually do? What does a sales manager do in a hotel?
Key initiatives can include; key hires, new processes developed, critical contacts made, key relationships hired, critical meetings had, etc. Each sales leader and sales rep should have a number of quarterly initiatives. Then the presenter reviews their initiatives. This section is pretty quick and black and white.
The sales department in a hotel plays a prominent role in maximizing a hotel’s revenue. But is having a sales department enough? You need a group of people who understand sales and go out of their way to drive measurable and incremental revenue. But again, how do you build a winning hotel sales team?
They open the second lemonade stand, but to speed the revenue growth, they hire an agency and begin marketing. They’re still losing money on every cup of lemonade, but their revenue is doubling every six months. Soon, the kid and his advisor need another round of funding. Essential Reading!
Hansen’s industry experience encompasses all facets of revenue-focused hospitality and asset management strategy, including roles in sales, operations, finance and marketing. Prior to Hotel Equities, he served as VP, sales & marketing and asset manager for Kolter Hospitality. Most recently, he served as EVP.
9 ways to provide excellent customer service during the pre-booking process to increase direct bookings and revenue There are great articles out there talking about customer service during the stay. He explained the new strategies the industry needs to embrace to generate more bookings and revenue.
Can you still actually influence your salesprocess the way you once did by simply being your awesome self? Allow me to explain how increasing your venue’s discoverability actually generates more sales leads, and give you the blueprint to make sure you’re doing it well, and with resolve. The answer? Always be Selling Supporting.
Staff While some hostels are small enough to be run by one or two people, you’ll (probably) need to hire some help before you open your business. If you buy an operational hostel, a lot of the groundwork will already be done, which means far less work and a faster route to revenue. Passing inspections.
I almost NEVER have a EVP Sales, CEO, VP Sales say to me, we don’t have a pipeline review process, we don’t have a coaching process, we don’t have a salesprocess, everyone has those things, it’s how they execute them that comes into question. Are they getting the desired results?
Increase your average revenue per deal. More and more people; customers, prospects, recruiters, hiring managers, etc. But like most things, there is almost always a diamond in the rough. Rather than bitch your territory isn’t as good as Mary’s or Fred’s, figure out a way to get more out of it. Make more calls.
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