Major Hospitality Company Hires Netpique to Augment Strategic Growth & Implement Sales Development
Client is one of the top ten hotel chains in the world with over 7,000 locations representing 500,000 rooms in 30 different countries. This U.S.-based company has revenue of $640 million per year and consists of multiple brands that represent a variety of value propositions.
Our client’s objective for our initial engagement was to help franchisees build sales through supporting and enhancing their cold-calling sales skills. Franchisees needed help equipping their staff members with selling skills and planning for a hard-hitting tactical approach to creating relationships and driving revenue.
The goal was to improve awareness of the brand in the local market and develop a robust pipeline for future events and room packages. The client not only wanted its employees to learn sales skills, but also to practice applying those skills in a meaningful way that would reinforce learning and enable them to employ their new skills in the real world.
The Netpique Solution
Netpique developed a customized sales training package that was highly tactical in nature. Training included such basic elements as the steps of a sale, goal setting, and the characteristics of a successful sales person – all elements that would translate across the client’s various brands. The program concluded with an application that also cut across all brands: a blitz day requiring all participating employees to make cold calls and receive feedback and coaching to improve their skill set.
A significant additional benefit of the blitz day was generation of additional brand recognition and pipeline build for future events. Ultimately, the participants learned new skills, applied them in a real market with real interactions and developed knowledge that would allow for continued focus on acquisition through hunting efforts.
During this first phase of engagement, Netpique conducted an intensive two day face-to-face training session, including a day of classroom training on basic cold-calling and selling skills, a half-day supervised blitz, and a half-day debrief on the blitz experience. The client reported that employee response was universally positive, and that the training resulted in greatly increased confidence, excitement, and effectiveness on the part of their sales teams. The leads generated by the blitzes not only augmented productivity in the short-term, but also created sales momentum going forward.
The client re-engaged Netpique to implement an expanded program focused on just one of the client’s brands but with a greater number of participants. In the new engagement, Netpique augmented the strategic planning component identifying tactics to support strategies and goals and put tracking mechanisms in place.
For three months, Netpique conducted weekly coaching and accountability calls to ensure compliance with tactical plans and recommended adjustments where necessary. During the weekly calls, Netpique identified areas where coaching would benefit participants and provided the initial coaching model. In addition, participants had the opportunity to attend various webinars of their choice covering an array of general sales topics as well as topics specific to the hospitality industry, such as effective networking within the local community. As a “reward,” the properties that actively participate in the accountability phase of the program received a blitz day organized and facilitated by Netpique.
Can Netpique Help You?
Contact us and see. With input from you, we’ll develop a fully customized solution that leverages the power of outsourced dedicated field sales to help your company achieve its goals. Call Netpique at 386-246-3149.