sales planning & organization
TRANSCRIPT
Planning & Preparing • Planning & Organizing• Daily Routines: Finding your balance ‘that works’!• Reports: New Template Formats
• Weekly/Monthly Reports • Annual Budget • Business/Marketing Plans• Action Plans
• Hotel STR Report • Breakdown & Understanding
• Sales Process: “Closing the sale”• Lead Generation-Objectives-Execution
1. Planning & Organizing• Schedule certain days/times to do Sales
• “Hour of Power” every morning (pick a prime time)• Close your door & give yourself the time
• Schedule specific days of the week for certain tasks• Monday, Wednesday & Thursday afternoons=Area
Prospecting• Set up a game plan & EXECUTE! Stick with it & revisit it!
• Keep a game plan or checklist of your progress• Hold yourself (& others) responsible with time sensitive
deadlines
Planning & Organizing• Understand your overall game plan & GOAL!• How to get there & what are the main components
Organization• Are you organized? Do you keep Daily Sales & Hotel Notes?• Keep current projects posted with contractors, dates & location (below)• Does your office reflect how you do business? Professional & Clean?• Can you locate important information if needed right away?• Do you have a system? Does it work or does it slow you down?• If you were gone could another staff member find what they needed?
• Example: Hotel water pipe broke & they needed hotel blueprints
2. Daily Routine• Do you have a daily routine?– Time is Money, Use every moment to your advantage– Organize tasks in order of urgency, don’t just do the easiest first & put off the rest
• Good Communication with Staff (Team Effort)– Are you on the same page as your staff members? – Make sure they’re ‘in the loop’ on things they need to know (feel important)– Delegate: You can’t do it all. It’s okay to assign tasks to others (just make sure you
can trust them to get it done & in a timely manner)
• What are the first 5 things you do?– Check Hotel Statistics, Hotel Operations – Check for any guest issues & get updates from staff members
3. Reports • Weekly Sales Report
– Revisit your Annual Action Plan Goals in report – Stick to the template provided – Keep Daily Notes (clipboard) to update Sales Report– New Business, Potential Business Leads, Hotel Updates, Prospects,
Sales & Marketing, Occupancy & Revenue Comparisons • Your AGM or DOS should be filling one out as well to give to you each week so you
can add that to your report.
• GM Monthly Sales Report – New Section: Action Plan Update discussing your current goals,
upcoming goals & whether or not you were successful. – Make it ‘reader-friendly’ with some graphs & charts comparing current
month/year vs. previous.
Annual ReportsBusiness/Marketing Plan: Track monthly progress • You should be keeping notes throughout the year to help when
it’s time to do your Business & Marketing Plan• Track specific months, groups & whether or not to budget for
it next year.Action Plans: Revisit weekly/monthly to keep you on track• Implement your Action Plans in to your Weekly/Monthly
Reports• Did you hit your monthly goal, why or why not? (Discuss) Budget: Keep notes about special events or groups • Each month will require specific market group/segment
breakdowns. • Be prepared to budget for specific ‘buckets’ with specific rates.
Action PlansState your overall GOAL at the top of each Action PlanAction Plans:
•Update your Actions Plan as the year goes on•It will help when you do them for the next
year•Realistic? Too much, not enough?
4. STR Report BreakdownDo you understand your STR Report?• What do the numbers & percentages mean? • What is the comp set index & how do I rank?• ADR, RevPar & Occupancy Index is vital to your hotel’s success! Competitive Set• Understand your comp set & how it’s affecting your STR Reports• Are some hotels only submitting data on a monthly basis versus
weekly?• If you’re struggling with ADR/RevPar Index you should be raising
rates.
5. Sales Process: “Closing not just responding!”
• “Incoming calls/inquiries are 50% of the sale”– No cold call required! They’re calling YOU!
• Even if you quote a rate to a client or group it is VITAL that you follow up with them within 3-7 days. – May be the difference between you & your competitor. – Make the callback, answer your phone & don’t delay!“Secret to Closing the Sale”: http://profitbuilders.com/books/idiots-guide-to-closing-the-sale.php#
Sales Process: “Closing not just responding!”
• Understand what your customers & clients NEED. • Ask Questions! Give Answers & Solutions• Address any issues as soon as possible.
Sales Process: “Closing not just responding!”
• Understand what your customers & clients NEED. • Ask Questions! Give Answers & Solutions• Address any issues as soon as possible.
ObjectivesWhat is your plan? What is your Goal? Action Plans: Revisit & Update them frequently
•Specific & Time Sensitive to stay on track•Accountability: Who is it assigned to?
Deadline?
Prospecting & Lead GenerationGame Plan• Map out your target areas & market• What business are you going after?Research • Use your online resources • Find key departments & contactsOrganize• Assign specific areas or projects to
certain days of the week • Accountability: Time sensitivity &
Urgency!
Execute!Execution is 70% of the work! Anyone can do the researchKeep Notes, Stay Organized & FocusedSend yourself ‘email alerts or reminders’ The worst feeling is losing a sale that you knew about but forgot about or didn’t follow up with.
Closing the Salehttp://www.youtube.com/watch?v=FBV_xJao29M“A Sale is Made on Every Call”
•www.strglobal.com •http://biznik.com/articles/10-daily-habits-to-increase-sales•http://www.salesopedia.com/sales-tips-sales-tips/2960-keep-a-mysterious-black-book-and-improve-your-sales-effectiveness-•http://smallbusiness.chron.com/write-weekly-sales-report-42969.html•http://www.wikihow.com/Close-a-Sale•http://www.thomasnelson.com/the-art-of-closing-the-sale.html•http://www.denisbaldwin.net/a-sale-is-made-with-every-call-whos-gonna-close•http://www.setting-and-achieving-goals.com/actionplantemplate.html•http://www.entrepreneur.com/article/81232
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