Demands on Sales Directors Raise Concerns
In today’s social media world, we have all had to pick up new skills and responsibilities, and that goes for hotel sales directors, too. David M. Brudney comments on the impact of marketing demands on hotel staff in his latest column at hotelnewsnow.com.
“Booking group room nights is king for so many hotels, especially with group demand returning and opportunities for recovering lost revenues in recent years,” says Brutney. “Directors need to make sure hotel sales teams have developed those acquired skills necessary to capture that business now while optimizing room rate and total spend. If we recruit from industries outside hospitality—marketing professionals with expertise in digital marketing, social media and packaging with all the financial acumen and analytical skills in the world—will they be hoteliers first or simply pure marketers?”
Brudney cites several specific concerns that might affect meetings, top among them that this new breed of managers might not bring the same level of passion for hospitality as their predecessors and may never have met with an event planner wanting to renegotiate a contract, experienced bidding on a convention before the association’s board or worked a trade show.
With the shuffle of sales staff among hotels in the last few years and new faces from other areas of the industry, it’s more important than ever to understand how to work with hoteliers and destination managers. To get some insights, join our webinar “Partnering with a DMO,” which will be broadcast live from the Destination Marketing Association International annual convention on July 18 at 2 p.m. EST.