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Counting down to a successful Sales blitz ; What these guidelines cover ….

Counting down to a successful Sales blitz ; What these guidelines cover …. Confirms the focus of the third GC&E sales blitz The sales support tools & messages to be used More detail on the +2% commission payment

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Counting down to a successful Sales blitz ; What these guidelines cover ….

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  1. Counting down to a successful Sales blitz; What these guidelines cover …. • Confirms the focus of the third GC&Esales blitz • The sales support tools & messages to be used • More detail on the +2% commission payment • Setting up your special offers – a reminder of how to use the Flexible tool kit • Meetings Made Simple • Summary actions by; • 1. Above property sales teams • 2. On-property GC&E sales teams • Tracking your success • Submitting your results • Handling Referral opportunities • Targets

  2. Your guidelines to a successful blitz In line with our Commercial Focus objectives the primary focus for this blitz is to both… Sales support tools & messages for this blitz? Generate Demand & Convert Existing Business Note: A summary of the focus months and need hotels will be issued to the RDOS’s to support you in targeting your sales activity • Hotel special offers (By Cluster &/or Region) linked to individual business needs using the flexible tool kit Meetings Made Simple along with the enhanced Express Agreement to drive & convert the Small Meetings Business • +2% commission payments for one week only, with firm booking conditions

  3. +2% Commission Payment SMALL NUMBER BIG DIFFERENCE Sometimes the little things mean a lot… That’s why we’re giving a big thanks to our valued partners 1. 2. 3. • Summary messages for you : • Promoted only via HWW Sales teams and not advertised above the line • Supporting T&C’s will provide hotels with the discretion of offering the +2% • Supporting collateral / creatives in the form of static templates (flyers), proposal banners & PPT in English, French, German, Dutch, Turkish, Arabic, Italian, Spanish – available from the 9th September

  4. Meetings Made Simple ‘All Inclusive package’ • A product & not a campaign….the perfect solution for selling small meetings for up to 25 delegates Key selling points: • Offer different price by day of week to again tactically drive those need periods • Explain the flexible 24hr cancellation terms & encourage the customer to contract the business straight away • Promote the all inclusive package & price making it clear & transparent to the customer Use with the enhanced “no signature” version of the Express Agreement making it easy for our customers to buy & for you to sell…

  5. Agree special offers - set up using the Marketing Flexible Toolkit …

  6. Use the F&B Local Marketing Tool kit to set up Xmas appropriate F&B offers

  7. HWW Sales Team Members Above property Sales incl - ISO’s, NSO’s Summary actions… • UK & Ireland are selecting a ‘closed audience’ of agents that should be targeted with the ‘+2% commission offer’. These will be confirmed to you by 6th Sept 2013 • When forwarding new enquiries to the hotels make it clear the agents have been offered the +2%, so hotels can include and promote in their proposals/offers • 2. Support the hotel teams with converting existing 3rd party/agent BOB • 1. Proactively promote the +2% to your 3rd party accounts • to generate new enquires • 3. Review the LIVE bookings from your ‘direct’ managed accounts • A summary of all BOB by Agent has been issued to your RDOS’s with a list of the bookings • Work with the on-property sales teams when identifying existing bookings to avoid duplication of offer, and agree who will continue to work to convert this business • Link with the hotel on-property sales teams to agree who will work to convert the booking and what ‘support tools’ need to be offered in order to get the contract signed • Note: For HWW Sales offices working from SalesForce – we will issue a separate reminder of the top reports to use to support you with extracting prospects

  8. On-property GC&E Sales Teams Summary actions - 3rd Party/Agent Business • The +2% offer will be communicated centrally to the agents via their Account Directors (On property teams should NOT be contacting agents directly with this offer unless to convert existing bookings) • For existing Business on the books you should offer the +2% where you think it will help to close the sale • DBD’s/ GC&E Managers; Advise finance of the bookings the +2% commission has been offered so they can begin to accrue for the additional commission pay-out should they ultimately confirm, track the +2% in Delphi • For new enquiries from Agents promote the +2% with the required booking conditions NOTE: please refer to the Closed list of UK & Ireland agents that are applicable

  9. On-property GC&E Sales Teams Summary general actions • Extract your ‘Business on the Books’ from your sales system (i.e. Delphi) and identify the key ‘customer direct’ leads to focus on converting • GCE Managers & DOS’s – Please ensure you are agreeing together who will focus on each booking • Focus on converting any existing leads that are linked to the ‘Get In Early’ campaign. This is a great opportunity to push the customer to confirm their bookings NOW the campaign finished on the 31st August • Review BBOB activity around past ‘DEFINITE’ leads that have not booked or repeated business since • Review the LOS/ Turndown reports for Accounts that may have potential new business to target • Identify key ‘locally managed’ corporate accounts to target for new business • Extract leads linked to lead time of booking, who booked in this period last year Action

  10. On-property GC&E Sales Teams.. Also think about… • The size of business to target, relevant to your occupancy levels over these need months – filter the report • Filtering your targeted bookings by ‘Arrival Date’ and prioritise those arriving in your key need months • Your current need months • Targeting specifics by filtering the bookings by account type or by segment e.g. Pharma, SMERF and prioritise accordingly – remember to set up special offers from your tool kit to support these

  11. 13 DAYS TO LAUNCH

  12. Summary Actions to being prepared… • Set up your special offers now via the Flexible tool kit to address specific hotel needs and communicate these with your RDOS’s Note – N&C & W&S Adopting the1 in 10 template offer region wide • Agree who is taking part in the Sales Blitz; block time in the team’s diary • Register team members who would benefit from the support to attend one of the ‘Sales Blitz 3’ WebEx’s scheduled for the 11th& 12th September 2013 • Ensure the Proposal Banners are ready to be inserted as needed • Review with the teams ‘powerful opening statements’ to assist them with opening the conversation with the customer • Agree on the logistics of where Sales Blitz is going to be conducted: • Are team members going to be placing calls from their desks? • Will the above-property sales team join the local on-property team? • Start to collate all leads that are to be included in the Sales Blitz • Set targets to generate a competitive spirit within the team, a poster will be issued to support this PREPARATION

  13. TRACKING YOUR SUCCESS

  14. Tracking your success…. To capture all your efforts & activity each call made as part of the Blitz should be tracked… $$$$

  15. Submitting your results ….. • At the end of each day, you will be sent a simple online ‘survey link’ to submit the top line consolidated results from the sales blitz activity in your office on that day • The summary information to submit can be found in the ‘Recap’ tab of your manual tracker. • Your fully consolidated tracker only needs to be submitted once, at the end of the week. This should be emailed toemeadataanalysts@hilton.comno later than 17:00 on Friday 20th September. • NB: Only 1 tracker to be submitted per property / Sales Team- If your team members have used individual trackers then please consolidate these into one document each day prior to the submission of your results; ensuring that team member that generated the lead has their name populated in the appropriate column. • (Franchise Hotels – not applicable to submit data centrally)

  16. Delphi codes to be used in Activity Subject: +2% Commission – SB3 GC&E Toolkit Offer - TOOLKIT Meetings Made Simple - MMS13 Delphi Tracking New opportunities generated • Create a ‘New’ booking as usual • Attach Sales activity/ Cold Call/ Blitz ‘Lead Source’ to the booking • Create a new ‘Lead Response Note’ activity • Populate the activity subject line with the appropriate tracking code as listed above, then click the activity as ‘done’ and ‘OK’ to exit Existing business on the books • If youchoose to focus on converting an existing booking also attach Sales activity/ Cold Call/ Blitz ‘Lead Source’ to the booking • Create a new ‘Lead Response Note’ activity • Populate the activity subject line with the appropriate tracking code as listed above • In the body of the activity please include ‘CONVERSION TOOL’, then click the activity as ‘done’ and ‘OK’ to exit.

  17. What to do if you identify an opportunity to refer? • Proactively promote the option of referring, identifying which other hotel(s) the customer would be interested in…

  18. Start to agree your individual team & hotel targets for the week of the Sales Blitz 3……… Conversion of BOB The revenue targets for the region, based on the latest BOB & conversion figures will be confirmed next week!!! Demand Generation $ $

  19. 13 DAYS TO LAUNCH

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