Download - Sales planning & organization
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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
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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
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Planning & Organizing• Understand your overall game plan & GOAL!• How to get there & what are the main components
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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
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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
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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.
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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.
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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?
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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.
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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#
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Sales Process: “Closing not just responding!”
• Understand what your customers & clients NEED. • Ask Questions! Give Answers & Solutions• Address any issues as soon as possible.
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Sales Process: “Closing not just responding!”
• Understand what your customers & clients NEED. • Ask Questions! Give Answers & Solutions• Address any issues as soon as possible.
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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?
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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!
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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.
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Closing the Salehttp://www.youtube.com/watch?v=FBV_xJao29M“A Sale is Made on Every Call”
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•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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