Hotel sales training still stuck in the corporate dark ages isn’t cutting it in the post-pandemic 2020s. Frankly, why would it, in a sector overflowing with personality, rapid fire decisions, and multiple moving parts?
All the same, hospitality sales training too often consists of sales teams having to sit through generic ‘motivational’ training, from someone who’s never set foot in a venue. So, how can they relate to the Herculean struggle of trying to cajole a prospect into a Monday night Christmas party!
As a result, everyone leaves the session thinking, “Nice enough guy. But what’s it got to do with the challenges we face?”
It’s time to choose hotel sales training made for our world.
This article probes the traits to look out for when hunting for customised venue sales training that resonates with your team and justifies ROI.
What to Look for in Powerful Hotel Sales Training
“Establishing a well-rounded, effective sales training programme is a vital step in equipping your sales reps with the skills and knowledge needed to thrive,” explains learning and creation solution OOOLAB in their recent article Sales Training Dos and Don’ts: Common Mistakes to Avoid.
But they go on to warn: “However, without careful planning, training initiatives can easily miss their mark.”
So, it’s vital to ensure your chosen event sales training partner has the following credentials if you want results (which you obviously do):
- Industry specific expertise – Impactful sales training for hotels and venues should be custom designed, not borrowed from generic sales books or other sectors. This is because your team needs to hear their language, their struggles, and their customers.
- Lived experience – They’ll sit up and pay much more attention to trainers who know what it’s like juggling inbound RFPs while trying to convert warm leads, plan fam trips, and keep the GM sweet.
- Tailored content – One-size-fits-all doesn’t cut it for new starters, experienced sales execs or venue finders alike. Content should match ability, not just job title.
- Practical tools – We’re talking effective call structures, showround techniques that convert, and objection handling methods that feel natural, not cringe!
- Hospitality sales mentoring – Sales skills take time to develop. This is why the best hotel sales training isn’t a lecture or talk. Conversely, it’s supportive, confidence building, and focused on turning knowledge into action after the session ends.
What to Avoid Like the Plague
Run for the hills if any of the following pop up in your next training proposal:
- Generic “top tips” – Your team deserves more than a PowerPoint about ‘closing the deal’ from a self-appointed sales guru. It’s not for you if the training could easily apply to selling stationery.
- No sector context – The trainer won’t help your team sell to wedding planners, corporate bookers and PAs if he or she doesn’t understand the differences between them.
- Lack of diagnostic approach – Effective venue sales training should start by identifying the real barriers to conversion in your property. Your money’s worth more than guesswork and generalisations.
- Inadequate follow-up – Sustainable improvement comes with reinforcement. And sadly, you’re achieving nothing more than a tick box exercise if there’s no option for hospitality sales mentoring, consultancy, or accountability.
Venue Sales Training That Gets It
At Selling Savvy, we deliver training in the industry, for the industry.
Our proven approach involves tailored hotel sales training to give your team the skills and confidence to drive sales.
Don’t want to flush your event sales training budget down the drain by making them sit through another generic session?
Get in touch to ditch the fluff and get your team selling savvier.
