The 3M's of Momentum

Driving your sales force during a sluggish economy

As the negative economic situation threatens travel markets, do you have clear strategies in place for driving your sales team to maintain forward momentum? While uncertain times call for uncommon measures, the proper foundation must be built using these basic steps.

MASTER PLAN: UNITE YOUR SALES FORCE

Start with an analysis of the effects of the economic shift. What segments have been affected most? Based on current conditions, does your sales deployment still make sense? Review your Market GRC and Lost Business reports for opportunities. Is a sales person assigned to re-qualify every lost opportunity? What lost business could be restored with a shift in strategy? If this information is not readily available, review your technology and systems. Ensure you have the right tools in place.

With distilled strategy in hand, translate your plan to actionable tasks. Select the right vehicle to share clearly defined goals and assign tasks to every member of your team.

MOTIVATION: FIND IT AND SPREAD IT

Misery loves company and in tough economic times, naysayers come out in droves. To keep negativity from running rampant, take every opportunity to share a positive message. If your structured incentive plan seems a bit out of reach now, consider supplementing with creative low-cost or no-cost incentives. Short term rewards for achieving weekly goals may be needed to combat the negativity surrounding your team. Maintain focus on the positive by celebrating all victories, large and small.

MOBILIZE: YOUR SALES FORCE WITH TECHNOLOGY

You hired them to sell, now release your sales team from their desks and let them work their magic. Do your current systems allow you to efficiently track your sales team's efforts without tying them to their desks? The right system will drive your team's efficiency, provide in-depth analysis for moment of truth decisions, automate your reporting process, and drive communication and service to new heights. The ASP, software-as-service, model makes deployment of a highly mobile yet robust sales, catering and revenue management system possible with no capital outlay and a manageable monthly expense.

Go to hotelcatalyst.com to learn more.

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