Hospitality Sales
There is a compelling business case
for developing your hospitality sales capability: Return on
Sales Investment (ROSI). Millions will be invested in building
your property. It simply makes business sense to do whatever
you can to ensure that you will produce the highest possible
return in the shortest time frame. You will:
Be able to attract and retain top sales
talent.
Be able to consistently meet/exceed revenue objectives.
Maximize the revenue and profit potential
coming from your
customers.
Develop unbeatable competitive advantage
in your market.
Be recognized for world-class sales capability
by any standard.
Our capabilities include:
Sales Auditing
and Planning
This is a comprehensive analysis of your entire business development
process. It identifies your sales strengths, weaknesses, and
best sales opportunities. It creates a market map and territory
sales plan for your property. It creates a sales strategy
that will tell you not only where to concentrate your sales
and marketing efforts, but also how to consistently beat competitors
and delight corporate and retail customers. The sales audit
examines everything that will be a factor in defining your
sales success.
Output of the Sales Audit and Planning
The sales audit identifies the keys to your success as well
as the barriers and obstacles that must be addressed if you
are to maximize your revenue and profit potential. The sales
plan arising from the audit is literally a blueprint for sales
success.
Sales auditing and planning is the foundation for planning
your business development success. It replaces trial and error
initiatives with proven sales optimization methodology. It
turns best intentions into a clear focus, defined action steps
and a detailed strategy for developing world-class sales capability.
Sales System Design
The sales system design is the “meat on the bones"
of the sales system audit. It defines every part of your sales
system. The design typically includes the following:
Competency based recruiting and selection process for selecting
high performing sales representatives. This goes beyond the
typical “interview and hire” process used by most
hotels. It ensures that the best person for the job gets hired;
not the person who interviews best.
A detailed personal development plan for both sales reps and
sales managers. It defines what they must know, what skills
they must have, what training is required, how it will be
developed, implemented and measured.
Sales Certification Process
RavenHouse will
create a customized sales certification process. Certification
ensures that your sales force is knowledgeable, skilled and
motivated to perform.
Individual sales plans. This provides both tools and process
to ensure that each sales rep and each sales manager has a
detailed sales plan.
Compensation plan. RavenHouse will benchmark your current
plan and make change recommendations that will drive the behaviors
consistent with the best practices of world-class sales organizations
in your industry.
Sales Training
Using the data
and conclusions developed in the sales audit, RavenHouse will
develop a customized training experience that will actually
simulate your sales environment. We strongly recommend that
every manager and sales rep be certified and signed off as
competent to sell, as a part of your over-all sales force
certification process.
Sales and Sales Leadership Training
Typically sales reps and sales managers will go through a
property specific four-day training experience. The training
is limited to 12 participants per session. Although challenging
and intense, the experience prepares your sales force to meet
every challenge they will encounter in the real world of selling.
RavenHouse’s unique plug and play training design process
ensures that the training experience is highly customized
to get maximum results, yet requires minimum development costs.
Sales Leadership Coaching and Development
This is one of the most critical success factors for driving high volume, high profit business for your property. It cuts to the question, “Can you develop your sales reps without developing your sales leadership?” Sales leaders will be provided with the leadership and managerial skills required to get the most out of the people you depend on to develop business.
Sales System Rollout
RavenHouse sales professionals will stay with you for a minimum
of six months following launch. This guarantees that your
process will start producing results faster and with problems
eliminated before they occur. Our field consulting and coaching
is consistently valued as critical to success by every RavenHouse
customer.
