"When I first started in hotel sales, times were different. I worked in markets that required proactive outreach to build every business opportunity. In Rochester, MN and San Francisco after the highs of the Dot-com era and just after 9/11.
I didn't have a robust inbound funnel of RFP's. I worked my a$$ off for every opportunity. Most of my hotels were not the shiny new penny on the block. I had to be "scrappy."
What I didn't realize, until I had to hire my own sales teams in my late 20's, is that "scrappy" wasn't enough. Scrappy gets you some luck every now and then, but PROCESS, SYSTEMS, MINDSET are the keys to true sustainable sales revenue success & guess what I quickly discovered...
NO ONE is teaching these things to hospitality sales professionals. Most leaders who have come up the ranks...haven't been taught these fundamentals."