HOTELS

I am big believer that people buy more on emotion than on logic. Why in the world would we want to take prospects out of the very environment in which we want them to become excited, to some offsite area? More, why would we want to take away the pride that can be conveyed by salesperson who works and thrives in their own environment? Respect your salespeople, let them channel the energy and pride that comes from working onsite and immersed within their own properties. Otherwise, you are depleting the emotional impact of an enthusiastic salesperson dealing with clients on their own turf.

I work in the basement... but as you mention, it's a GREAT incentive to get out there, make some sales calls, interact with in-house contacts, and get creative with reasons to get outside. Unless you're in a regional office selling multiple hotels, I do think you need to be "on-location". You need salespeople on hand for walk-ins and crossover site opportunities from other disciplines (group to catering to corporate, etc.). Still, a window wouldn't hurt.

I think that there are many places that a Sales office can be, we may not want to take up lots of prime space in a hotel for the Sales or Executive offices but what about a generic public office that can be used by the sales team or executives as need. It can be nice close to the public areas and have the basics, a computer that all can log into and access PMS and S&C systems etc. This avoids taking clients or upset guests to the basement or busy offices as more often then not it is cubeland over offices.

Unit sales wouls also at times require to conduct a propoerty tour for prospective business clients. An off-location could get difficult to manage unless it is just across the road.

When properties are planned, often the office space required is underestimated by the architects ! Sales people therefore get left with the smallest space in many instances. Revenue Space is at Premium indeed. What is forgotten and often overlooked, is that when one doesn't enjoy the office environment, the output is lower then what could be achieved. A window, a view onto somewhere green, or just a ray of sunshine coming into the office, makes a huge difference. Obviously, if the office environment is not enjoyable, sales people will try to conduct as many appointments as possible outside or in the hotel outlets. From experience, I recommend that some sales staff is always at the hotel, it connects them much more. The challenge is not to get too much involved in the day-to-day operations issues (client has not prepayed etc.).. For Regional offices, where one deals on multi-property level, these can be offsite, but in order to stay connected with the hotels, regular visits, with clients, or just to connect with hotel management, are a must.

From the shirt and tie or business suit one wears, first impressions are key. As well, the office one occupies to greet and conduct promotions should reflect the property and the benefit it may provide.

Studies show that first impressions are made within the first 20 seconds (and often as quick as the first 3 seconds). Good point Michael!