Director of Sales Training Schedule ity.com
Director of Sales Training Schedule
Day One: Sales Department Orientation
Trainee Initials
Trainer Initials
Date Reviewed
Task Reviewed Director of Sales Training Schedule Review: Provide Training Packet or Manual Provide Skill Breakdowns Introduction Philosophies & Concepts Sales Department Overview & Communication Tools: Sales Pro Equipment Review: Computer, PMS Terminals, printers Collateral Inventory Scheduling ? Request off Procedures Time Clock Receive User Login & Password information for all systems Review Uniform & Appearance Standards Meetings to Attend, daily, weekly, monthly, quarterly Tour the hotel ? Tour first to learn about the property ? Tour second to learn the proper way to give a tour ? Give a tour properly Obtain copies of all collateral pieces and advertisements Obtain Department Keys Review Office: Computer & documents Phone & Extension Files
Day Two: Administrative & HR
Trainee Initials
Trainer Initials
Date Reviewed
Task Reviewed MOD Program Emergency Procedures Key Control Program Employee Interviewing and Hiring Company Orientation & Training Procedures Couching & Counseling Employees & Termination Performance Evaluations & Salary Reviews
Day Three: Basic Elements for Hotel Sales
Trainee Initials
Trainer Initials
Date Reviewed
Task Reviewed Review current Sales & Marketing Plan Review competitive set-Tour those hotels Review STAR Report Hotel P&L Review Revenue Management Procedures & Meetings Things to Know about a Sales Office Organization of a sales office Phone Etiquette SOP
Day Four: Generating Sales Revenue
Trainee Initials
Trainer Initials
Date Reviewed
Task Reviewed Types of Accounts ? Group-Corporate and SMERF ? Locally Negotiated Rate (LNR) Prospecting and generating leads Networking ? Chamber of Commerce ? Convention Visitors Bureau ? State and local tourism associations ? Community associations
Building relationships ? City Planners ? Competition ? Top Clients ? Local Businesses
Day Five: Sales calls
Trainee Initials
Trainer Initials
Date Reviewed
Task Reviewed Sales Call Planning and preparation Telemarketing from various lists Establishing Rapport Qualifying Meeting the clients needs Getting the commitment Follow through Up-selling and suggestive selling Handling Objections
Day Six: Evening Shift ? Booking the Business
Trainee Initials
Trainer Initials
Date Reviewed
Task Reviewed Contact Management ? Sales Pro Issuing Proposals Sales Files Contract Terms and conditions Tentative vs. Definite Bookings Direct Billing
Day Seven: Reporting
Trainee Initials
Trainer Initials
Date Reviewed
Task Reviewed Pipeline report pr equivalent from Contact software Weekly sales report Productivity reporting Commission reporting Lost Business Report Monthly P&L review Quarterly Business Plan Review Forecasts- 30-90-Annual Volume
Congratulations! You have completed the Director of Sales Training
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