Building a Sales Culture


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This presentation outlines some guiding principles of developing a sales culture.

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Building a Sales Culture

  1. 1. Perfecting the Basics<br />“Building a Strong Sales Culture”<br />Loren Stone<br /><br />303-600-6161<br /><br />Copyright © 2008 Loren Stone. All rights reserved worldwide.<br />
  2. 2. How can we Build a Strong Sales Culture?<br />
  3. 3. By INTEGRATING these Four Key Elements:<br />Common Sales Goals<br />We are all sales people...<br />Sales<br />Culture<br />Recruiting<br />Training<br />Motivation<br />
  4. 4. Sales Culture starts with a Great FRONT/BACK LINES Staff<br />Sales Reservations<br />Concierge<br />Front Desk<br />Housekeeping<br />Maintenance<br />Bell Staff<br />Restaurant<br />Spa<br />
  5. 5. Generally we only have shots at making a great first impression.<br />When we take the reservation call<br />When the guest checks-in<br />We seldom get a SECOND CHANCE. <br />Doing it right the first time is ESSENTIAL . The rest of the staff must maintain that lasting impression.<br />
  6. 6. We must look to our employees as the ENGINES that will PULL US UP and make us SOAR<br />
  7. 7. Let’s Start with an Inverted Organization Chart<br />An example of an organizational chart.<br />An inverted organization chart puts our guest first, as it should<br />Next is are departments and the key roles they play to make the guest stay a positive and lasting experience.<br />
  8. 8. Never lose sight of our goal to be profitable and to succeed to the Top …we simply turn the chart around!<br />The lesson to be learned is that our guest is first, but in a sales culture we strive to be a profitable business always. So run your business this way.<br />Each of you are running a business, so take pride in this and be the best at what you do.<br />
  9. 9. Establish Targets that will have the Strongest Impact!<br /><ul><li>Develop goals together as a department, as we will as a company!</li></li></ul><li>Get Our Property’s Story Across…<br />What are we about?<br />Examples of anticipating the guests needs?<br />Say hello first with eye contact.<br />Everyone should be selling our amenities, and services<br />Property map…be prepared.<br />
  10. 10. Train, Train…<br />Training is not a Seasonal “Flu Shot”, it’s a Year-Long “Treatment” <br />Make training fun, and remember there is always more to learn<br />Share best practices with each other…use each other to become the best at what you do. Translates into revenue.<br />
  11. 11. How Are We Doing So Far?<br />What we’ve seen so far is pretty OBVIOUS<br />The steps we suggested are fairly SIMPLE<br />The Plan is not ROCKET SCIENCE<br />It doesn’t call for Huge FINANCIAL RESOURCES<br />…Then, where’s the CATCH?<br />
  12. 12. Nordstrom is the Envy of most Retailers, yet no one seems to emulate this famous Store…<br />Nordstrom Operating Manual boils down to 4 words: “Use Your Common Sense”<br />Why then are so few retailers able to adopt Nordstrom’s model?<br />When all is set and done, the answer boils down to PASSION and UNWAVERING COMMITMENT from Top Management!<br />Commitment from the Top is the Name of the Game!<br />
  13. 13. What’s Next?<br />Developing a true Sales Culture within is truly a Top Priority<br />The future is where everyone should keep there eye on<br />To succeed, we’ll need every single bit of Help we can get through the entire organization. <br />Thank You!<br />
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