Einstein said it best…”Insanity is doing the same thing and expecting different results”.  If you take a close look at how most sales organizations are selling today you can confirm…it’s insanity. Today the job of the salesperson is to create buying environments. No longer can salespeople focus on pushing their product; they must focus on the customer…the buyer.  Yes, the skills from sales training: opening, questioning,...

“We know what it takes to stand out and its not standing still” While analyzing conceptual models for change management, one wonders how is it that so many hotels and hotel companies wind up stuck in the clutter instead of standing out? Being a “yeah, us too”-type product has never been a formula for success in any industry. It is so critical to keep assessing business growth strategies internal and external if one has to survive in...

I had an interesting experience recently. During a visit to a hotel team/community, I was asked to sit in on a staff meeting. At the end I inquired, how was each person driving the top line? Though the Director of Sales had some good things to share, the rest of the community had that funny look in their eyes. Needless to say, the operations team was confused and out of their mouth came the words we all hate to hear, “well technically...