Sales Methodologies

1. Sales Process

1.1. F&B Individual Special Request Housekeeping

1.2. M&E Group Corporate Rates

1.3. Virtual Concierge

1.4. Page Layouts

1.5. Record Types

1.6. Sales Procedures

1.7. Playbooks

1.7.1. B2B

1.7.2. B2C

1.8. LAMP

1.9. SPIN

1.10. Bottlenecks

2. Properties (Hotels)

2.1. Guoman

2.1.1. Account Management

2.2. Thistle

2.2.1. Account Management

2.2.1.1. Sales Teams

2.3. Global Accounts

2.4. Opportunity Splitting

2.4.1. % Max uplift to split (130%)

2.4.2. Revenue Recognition

2.4.3. Compensation

3. Primary Goals

3.1. Customer Retention?

3.1.1. Attrition

3.1.1.1. Csat?

3.1.1.2. Property Tiredness

3.2. Revenue Growth?

3.2.1. New Biz?

3.2.2. Incremental?

3.2.2.1. Per Personal Customer

3.2.2.2. Per Corporate

3.2.3. Upsell / Cross-sell

3.3. Profit Growth

3.4. Sales Effectiveness

3.4.1. Current

3.4.2. Improvement Sought

4. Revenue Objectives

4.1. Forecasting

4.2. Reporting

5. Strategic Accounts

5.1. HNWI

5.2. £ Sales

5.3. Location / Geo

5.4. New

5.5. Existing & Expansion

5.6. Retention

5.7. Marketing

6. Key Accounts

6.1. £ Sales

6.2. HNWI Cusomers

6.3. Location / Geo

6.4. Retention

6.5. Existing & Expansion

6.6. Marketing

7. Segmentation

7.1. Data - Opera

7.1.1. Who codes

7.1.2. What parameters / depth

7.2. Industry

7.2.1. SIC Coding (UK)

7.2.2. UNIC (U.N.)

7.2.3. NAIC Coding (UK)

7.3. Customer Size