What was the challenge?
Nosso cliente é a principal empresa hoteleira de luxo de cinco estrelas do mundo, com propriedades icônicas em algumas das cidades mais emocionantes do mundo. Sua visão é se tornar a empresa de gerenciamento hoteleiro final, com paixão pela excelência e inovação, honrando a individualidade e a herança de seus hotéis icônicos. A recessão de 2008/9 significava que houve aumento da pressão na equipe de vendas e marketing para ajudar cada um dos hotéis a atingir sua ocupação e metas médias da taxa de espaço. A equipe de vendas precisava maximizar seu impacto nos clientes em potencial, tendo contatos mais eficazes e alcançando memorabilidade através de um excelente profissionalismo e personalidade.
Whilst this company operates some of the most prestigious properties in the world even they are not immune from global economic cycles. The 2008/9 recession meant that there was increased pressure on the sales and marketing team to help each of the hotels achieve their occupancy and average room rate targets. The sales team needed to maximise their impact on potential clients by being having more effective contacts and achieving memorability through outstanding professionalism and personality.
O que o B2E fez? mais capaz (habilidades/ferramentas corretas); mais focado (objetivos e medidas certos). Os eventos abrangeram os principais elementos do ciclo geral de vendas, da geração de leads para o gerenciamento de contas, convertendo metas indentificadas em clientes de hotéis. Valores do comprador e os correspondem aos pontos de venda exclusivos da propriedade. Não apenas do feedback dos participantes, mas uma mudança de comportamento foi observada no local de trabalho e os negócios melhoraram em condições de negociação difíceis. Como conseqüência direta, o cliente continuou a investir no programa após a conclusão do engajamento inicial
The Sales Excellence Programme was initiated to help the team increase sales by being more disciplined (right processes/frameworks); more capable (right skills/tools); more focused (right goals and measures).
B2E Consulting designed and developed a series of bespoke learning events to improve overall sales performance. The events covered major elements of the overall sales cycle from Lead Generation to Account Management converting indentified targets to hotel clients.
All Sales and Marketing personnel attended the Effective Presentations for Effective Sales event over 2 days to refine their group presentation skills and learn a structured approach to effective business meetings.
Over a period of 6 months all sales personnel conducted regular simulated sales calls and were scored on their ability to adopt the structured approach to identify buyer values and match them against the property’s unique selling points.
What were the outcomes?
The results from the Sales Excellence Programme was extremely positive; not only from participant feedback, but a change of behaviour has been noted in the workplace and the business improved in difficult trading conditions. As a direct consequence the client continued to invest in the programme after our initial engagement was completed