So many hotel sales teams are spending a large amount of time and putting major resources towards sales blitzes or major call campaigns. We live and breathe this stuff. If only there was as much time, plan b and followup, energy, and resources devoted to the follow-up after these major events.
We could all walk away from plan b and followup still exhausted, yet knowing that our efforts are worth it by showing a true ROI. There is so much excitement and planning leading up to it and during, but then who wants to come home to the boat loads of laundry, piled up bills and things that were put off prior to the vacation?
I like to have a clean laundry hamper before the vacation, so Plan b and followup only have to do the laundry from my suitcase when I get home. You can do the same thing by cleaning up your current pipeline, make those calls you need to make, finish those reports, etc. Be specific on the follow-up assignments. A form for keeping notes from each sales appointment is critical, plan b and followup.
Get specific, and hold people accountable. Assign a Follow-Up Champion. This person should be a cheerleader that can hold everyone accountable. Carry on the theme of the sales blitz into the follow-up. Teams handed out small gift bags with spa amenities during their visits, they shared renovation information about the hotel and then during the follow-up calls they offered discounted spa services to anyone that booked a meeting in-the-year-for-the-year.
The key was giving something additional for the sales managers to use in their follow-up calls. It kept things fresh, relevant and hepatitis and diabetes. Lastly, be vigilant about protecting sales time for follow-up and set strict deadlines to make it happen.
My husband and I both travel a lot, and we have a rule in our household that the suitcase has to be cleaned out and put away within 24 hours of returning home.
Do you have a success story with how your sales team has organized the follow-up from a sales blitz? If so, please share! Your email address will not be published.
Create a tracking and follow-up contest. Reward the real results not just the potential. Leave a Reply Cancel reply Your email address will not be published.