You've got to be success minded. You've got to feel that things are coming your way when you're out selling; otherwise, you won't be able to sell anything. 
Curtis "Curt" Carlson (1914 �1999) Swedish-American businessman and founder of the Carlson Companies. ¹

Do you feel that you and your hotel are well suited for the future, or have you given up and set yourself up for �non-success?�  After taking this short self-assessment quiz and evaluating your score, you may feel encouraged or you may decide that you are not focusing on the right skills or markets.

1.  What pleases you most about your job?

a. I love doing it
b. There�s always something new to learn�
c. The potential for a high level of personal success is there
d. It�s easy for me

a. It�s usually exciting and motivating
b. It�s mostly satisfying
c. It�s somewhat tedious
d. It�s drudgery and I can�t wait for the day to be finished

a. They are receiving exactly what I want to give them
b. They are getting a little bit more than they should be
c. They are getting too much out of me
d.  Often, I am not giving the service and attention I want to be

a. It challenges and excites me
b. I am good at it
c. It is the best (or all) I can do
d. To please someone else (family, spouse, etc)

a. I know more than necessary and am still learning
b. I am current and open to new ideas
c. I know more than anyone else on staff
d. I�m getting there

a. Many different kinds of people know me well
b. The �right� people know me well 
c. Few people know what I really do
d. Only my staff and neighbors know my name

a. My temperament is right for the business and my staff and guests like me
b. My temperament is right for the business but I need to work on my people skills
c. I find it hard to deal with customers and some staff
d. I am often edgy with others and would rather work by myself

a. Positively most of the time
b. The business makes certain demands but I can handle it
c. It�s taking a toll; I have to constantly watch myself
d. I really don�t know

a. We are holding our own and constantly looking for ways to improve revenues and guest satisfaction
b. We are down some, but have maintained general levels of acceptable service and revenues
c. We are losing business to our competitors on rate
d. Business is substantially down and we are looking to sell

a. Self-confident, secure and earning solid increases each year in financial packages and benefits
b. Professionally growing, with regular raises and increased responsibility
c. In the same position, with average reviews and raises because of the economy
d. I cannot project that far in the future

Ratings
� 40-50 = Generally well adjusted and believes in self
� 30-40 = Generally confident, and with plans can substantially move ahead
� 20-30 = An �average� score means an �average� attitude; is �average� a life goal?
� 10-20 = Approaching or already in a major danger zone; specific action plans must be defined and implemented NOW
�  0-10  = This may not be the industry for you.   THINK and ASSESS what is important to you/

From my career experiences and observations working with literally thousands of people, I have come to realize that quizzes and aptitudes tests can be a measurement, but the inner drive is what makes one successful.   If you scored 25 or better in this quiz, you can probably move forward and realize your potential and success because you have identifiable goals with measurable steps to mark your progress.

How well do you do compare at your hotel?

1 Source: Wikpedia   Carlson founded the Gold Bond Stamp Company in 1938. Carlson used "Gold Bond Stamps", a consumer loyalty program based on trading stamps, to provided consumer incentive for grocery stores. Carlson was the first entrepreneur to develop a loyalty program for the grocery chain through the issuance of trading stamps. What began as a simple loyalty program for grocers in the Midwest grew into one of the largest service providers of frequent shopper / buyer programs across a variety of retail and hospitality sectors. Carlson expanded his offerings by purchasing the downtown Minneapolis Radisson Hotel in 1960 and building it into a national chain. He also acquired TGI Fridays, Carlson Leisure Group and hundreds of other hospitality businesses.

Feel free to share an idea for a column at [email protected] anytime or contact me regarding consulting, customized workshops, speaking engagements ����. 
And remember � we all need a regular dose of common sense.
 

Autographed copies of LESSONS FROM THE FIELD � a COMMON SENSE APPROACH TO EFFECTIVE HOTEL SALES can be obtained from THE ROOMS CHRONICLE www.roomschronicle.com and other industry sources. 

All rights reserved by John Hogan and this column may be included in an upcoming book on hotel management.   The opinions expressed in this article are those of the author and do not necessarily reflect the views of this publication

John Hogan, a career hotelier and educator, is frequently invited to participate at franchise meetings, management company and hospitality association industry events.  He is a successful senior executive with a record of accomplishment in leading hospitality industry organizations at multiple levels, with demonstrated competencies as a strong leader, relationship builder, problem solver and mentor. He conducts mystery-shopping reviews of quality in operations and marketing, including repositioning of hotels.

Expertise and Research Interest
� Sales Management and training
� Turn-around and revenue management
� Professional Development & Customer Service
� Hospitality Leadership and Executive Education
� Making Cultural Diversity Real
� Accreditation & Developing Academic Hospitality programs

He writes weekly columns for a number of global online services and has published more than 400 articles & columns on the hotel industry.  He co-authored (with Howard Feiertag, CHA CMP) LESSONS FROM THE FIELD � a COMMON SENSE APPROACH TO EFFECTIVE HOTEL SALES, which is available from [email protected], ROOMS CHRONICLE www.roomschronicle.com  and other industry sources.  He resides in Phoenix, Arizona and expects to publish in 2009 his 2nd book based on his dissertation � The Top 100 People of All Time Who Most Dramatically Affected the Hotel Industry.

Hogan�s professional experience includes over 35 years in hotel operations, food & beverage, sales & marketing, training, management development and asset management on both a single and multi-property basis, including service as Senior Vice President of Operations in a specialty hotel brand for six years.

He holds a number of industry certifications (CHA, CHE, MHS, ACI) and is a past recipient of the American Hotel & Lodging Association�s Pearson Award for Excellence in Lodging Journalism, as well as operational and marketing awards from international brands.  He has served as President of both city and state hotel associations.

John�s background includes teaching college level courses as an adjunct professor at three different colleges and universities over a 20-year period, while managing with Sheraton, Hilton, Omni and independent hotels.  He was the principal in an independent training & consulting group for more than 12 years serving associations, management groups, convention & visitors� bureaus, academic institutions and as an expert witness.  He joined Best Western International in spring of 2000, where over the next 8 years he created and developed a blended learning system as the Director of Education & Cultural Diversity for the world�s largest hotel chain. 

He has served on several industry boards that deal with education and/or cultural diversity and as brand liaison to the NAACP and the Asian American Hotel Owners� Association with his long-term involvement in the Certified Hotel Owner program.  He has conducted an estimated 3,200 workshops and classes in his career. 

Service to the Industry and Hospitality Education includes working with the Educational Institute Certification Commission of the AH&LA, the Hospitality Industry Diversity Institute, the AH&LA Multicultural Advisory Council, the Accreditation Commission for Programs in Hospitality Administration, the Commission for Accreditation on Hospitality Management Programs, the AH&LA and AAHOA Education and Training Committees, the Council of Hotel, Restaurant and Institutional Educators (CHRIE), the International Hotel Show and the Certified Hotel Owner program for the Asian American Hotel Owners� Association.
 

Dr. John Hogan, CHA MHS CHE
[email protected]