HSMAI Foundation Releases Publication on the Evolution of Hotel Sales
October 22, 2015 10:51am
Research Finds Expanded Skill Sets are Essential to Hotel Sales Professionals of the Future
McLean, VA (October 22, 2015) – The Hospitality Sales and Marketing Association International (HSMAI) Foundation today released a new research publication entitled, “The Evolution of Sales: Perspectives and Realities Defining the Modern Sales Professional.” The report explores the challenges facing hotel sales today, including the way organizations and individuals think about the sales process, sales management and the sales professionals, and highlights the need for the hospitality industry to change perspective.
The report, authored by Lalia Rach, Ed.D., offers specific facts and implications to hotel sales, including:
Sales people today must utilize a progressive development process to maintain skills and abilities necessary for success. The report highlights six emerging and expanded skill sets that have been identified that are vital for the successful hotel sales professional of the future:
“The ideas presented in this report should foster robust and strategic discussion on the roles and expectations of sales within hotel organizations in the future,” said Fran Brasseux, CHBA, CHSE, executive director, HSMAI Foundation and executive vice president, HSMAI. “We all need to challenge ourselves to think differently about the sales process and sales management to advance and strengthen the entire enterprise.”
According to the report, which is the result of three years of research sponsored by the HSMAI Foundation and conducted by Dr. Rach, if the profession and professionals in sales do not evolve, it is likely organizations will continue to look for ways to downsize or utilize technology and third-party organizations. Going forward, sales professionals will be measured by their ability to think rather than just sell. Measuring effective sales leadership on the six emerging attributes noted in the report, and aligning these attributes to sales leadership positions, prioritizes the level of ability needed to succeed in the role.
Visit the HSMAI Foundation Knowledge Center to download the complete report.
HSMAI Foundation thanks its publishing partner, InterContinental Hotels Group.
hospitality sales and marketing association international,
Established in 1983 to serve as the research and educational arm of the Hospitality Sales and Marketing Association International, the HSMAI Foundation's mission is to develop knowledge and insights for the future to fuel sales, inspire marketing and optimize revenue. For more information on the HSMAI Foundation, a 501 (c) (3) organization, visit www.hsmaifoundation.org.
Contact: Elizabeth Johnson
Avison Young Hospitality Group Announces Recent Closings
HSMAI’s Revenue Optimization Conference (ROC) Convenes Hotel Revenue Management Executives in Toronto
HSMAI's ROCET Delivers Revenue Optimization Education to Hotel Revenue Managers
Travel Tripper Honored with Platinum Award in Digital Marketing at HSMAI’s 60th Adrian Awards
HSMAI Honors Innovation at its 60th Annual Adrian Awards
HSMAI Announces Americas Board of Directors and Executive Committee for 2017
HSMAI Explores Innovative Solutions at Digital Marketing Strategy Conference
HSMAI Honors Randy Smith and Melanie Brandman with Lifetime Achievement Awards
HSMAI Names Top 25 Extraordinary Minds in Hospitality Sales, Marketing, & Revenue Optimization for 2016
How to Find (And Keep) the Best Hotel Sales Talent Right Now: Tips From Tambourine’s DOSM-in-Residence
HSMAI and Libris Release Special Report on Hospitality and Travel Industry Use of Visual Assets
4th Annual Dr. Peter Ricci Scholarship, Through HSMAI South Florida, Awarded to Two Top FAU Students
HSMAI Releases Report on Revenue Management Leadership
8 Essentials Every GM Needs to Know About Digital Marketing Today
Calling All Innovators: HSMAI Adrian Awards 2016 Open For Entry
HSMAI's ROC Americas Coming to New Orleans
Revenue Leaders to be Honored at HSMAI Revenue Optimization Conference (ROC) Americas
STOP Selling to the Masses. Start by Creating Guest Personas
HFTP Allied Partners to Hold Co-located Meetings with HITEC 2016
HSMAI Presents 59th Annual Adrian Awards
Please login or register to post a comment.