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DBR’S – Daily Business Reviews

DBR’S – Daily Business Reviews. General Managers April 2011. Why Do We Need These?. Designated time for the General Manager to visit with the Sales Team each morning to: Review Daily Stats including I-Leads Review Daily Appointments-Click a Peek Review Calendars-Click a Peek

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DBR’S – Daily Business Reviews

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  1. DBR’S – Daily Business Reviews General Managers April 2011

  2. Why Do We Need These? • Designated time for the General Manager to visit with the Sales Team each morning to: • Review Daily Stats including I-Leads • Review Daily Appointments-Click a Peek • Review Calendars-Click a Peek • Discuss Challenges/Obstacles • CELEBRATE OUR Successes!! • How many I-Leads did we uncover?? • Tips for I-Leads

  3. Who Should Attend? • Sales Team • General Manager • Assistant General Manager • Front Desk Associates can attend when available/Rotate • Whoever can benefit based on subject matter

  4. No time constraints Pick a daily focus Click a Peek!!!!! Always start at the same time each day Everyone should be prepared to participate and give input Most effective if done standing! Demonstrate everyone’s accountability for the hotel’s performance. STRUCTURE…

  5. Reviewing Daily Schedules • Have each Sales Associate bring their activity Printout from Delphi/Goldmine • Ask the Goal for each appointment. • GM to offer assistance/Joint Call Opportunities • How many appointments are set for the next week? Look forward, not just in the present! • Who we will ask for a referral? • When will we visit with our “I-Leads Audience?”

  6. Review Daily Stats • What happened Last night? • Where are we MTD? • MTD vs. Budget • Where do we need to FOCUS? • On the Books • Arrival/production reports • STAR when available • I-Leads uncovered-How?

  7. Challenges/Obstacles • Who are our “Tough” Customers? • What are we struggling with? • If not achieving goals – Why? What can we do to remain Proactive and not Reactive? • Who is staying at our Competition?? • Who isn’t here that once was and why??

  8. Training/ Role-playing • Choose a topic OR a Sales Training Idea • Closing, Trial Closes, Closing, Closing!!!! • Handling Objections • Needs and benefits • Quoting Rates • Teleprospecting • Negotiating • Pre call planning • Follow-up

  9. CELEBRATIONS!! HOT NEW I-LEADS BOOKED BUSINESS HARD ONE-APPOINTMENTS Leads for your Hotel!!

  10. Lets’s Take a Look!!!

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