Demystify the role of sales leadership to maximize asset performance
12 Nov 18
9:30 AM
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10:30 AM
Owners, asset managers, and modern sales leaders know the sales force can be one of the most effective channels to engage customers. It is also one of the most expensive channels, often costing 10% or more of revenue.
What makes an effective sales force? In our work with hospitality Chief Sales Officers (CSOs), we have identified four key knowledge and skill quadrants that reflect a consistently high-performing sales leader.
Leaders who want to become exceptional must purposefully allocate time on these key areas, which close gaps in sales strategy and execution to capture high-value growth opportunities. Making the right time investments will result in a substantial increase in business results.
Session outcomes:
- Learn about the four quadrants and see the average percentage of time Chief Sales Officers spend in each area.
- Within each area, learn the core activities that contribute to greater sales leadership effectiveness.
- Use this unique opportunity to ask questions of an industry expert who led the Marriott sales force (all brands/all channels worldwide) and designed and taught the sales course for the Cornell University Hospitality School.
Attend this fast-paced session to learn where future sales leaders should focus their time to maximize asset performance and reach goals to drive stronger top- and bottom-line results.