The Competitive Advantage AudioConference Series

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Winning Standards for Managing a Great Hotel Sales Department

As most markets become more competitive with new hotels, more space, increased occupancy and revenue goals, it's more important than ever to direct your Sales Department to achieve excellence. Setting high standards, rewarding and maintaining extraordinary results, developing new markets and expanding revenue streams are all areas that are now more critical than ever. Many current sales managers, sales directors and general managers with an interest in Sales may have never experienced the changing market that is gaining momentum.

This session will focus on the Systems, Standards and Support that is needed to address new challenges. Hiring the right team, business recruiting, group market development, one-call closing, managing sales results will be discussed as the first steps to helping your sales team achieve their potential. Designed for senior Sales Managers, Sales Directors and General Managers with a Sales interest, this audio-conference will give immediate tools to recruit and retain staff and maximize results.

Tom Pasha, President of CONTACT Planning, spent over 20 years in Sales, focusing on opening and under-achieving hotels. Tom opened four hotels and the Hyatt National Sales Office in Omaha , developed sales training for CVB's and hotel companies. He won Sales Manager of the Year, Sales Director of the year, and helped direct the Sales Team of the Year, all in challenging hotel environments. He has presented Sales and Management sessions to Ritz Carlton, Four Seasons, Hyatt, and convention bureaus worldwide.

Learning Outcomes:

Recognize the right ratios of Tentative and Definite production needed to grow your business;
Identify and maximize new markets for group growth in any market;
Develop a Sales Atmosphere, where everyone succeeds;
Set and Reward high achievement;

Who Should Attend?

Hotel Managers, Supervisors and Executives

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Presented By

Tom Pasha
President
Contact Planning and Production/Golf Event Managers Association

Tom Pasha started his hotel career in operational positions of bellman, bartender and cook, Tom began his management career as a Hyatt Management Trainee in Chicago . He went to Sales Management positions throughout the Hyatt organization, working in 14 Hyatt Hotels over 18 years. Tom was Director of Sales at Hyatt Hotels in Greenville , San Antonio and Chicago O'Hare, and as Director of Sales, started the National Sales Office for Hyatt Hotels in Omaha . He won Sales Manager of the Year, Sales Director of the Year and the Donald M. Pritzker Award for Sales Excellence.

Later, Tom founded the Midwest office for Helms-Briscoe Performance group, personally generating over 50,000 room nights annually. He presents Sales Skills Seminars to CVB's and hotel sales departments nationwide. As a senior hotel manager, he has presented graduate hospitality classes to Northwestern University , Cornell, George Washington University and the Conrad Hilton Hotel School .

Tom went into meeting planning and founded CONTACT Planning, a national meeting planning company with headquarters in Orlando , Florida . The company concentrates on corporate and association events that include golf. Tom personally booked over 50,000 room nights and 12,000 rounds of golf at clubs and resorts nationwide, working with premier corporate and association accounts.

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CD Only - $199*

*All CD orders will be assessed a $20 Shipping & Handling Fee for CD and Conference Materials.

Questions About this AudioConference CD? Call 1-800-431-7571

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Continuing Education

This is a CEU presentation. Earn 0.15 CEU credits for attending. For a list of organizations accepting this CEU, please visit http://www.iacet.org/
content/accepting
-ceus.html. For information on obtaining the CEU click here

This program has been approved for .2 recertification credit toward CSEP recertification through the International Special Events Society (ISES). For more information about certification or recertification, please visit the ISES homepage at www.ises.com.

This program has been approved for 1.5 recertification points and .15 initial application points toward CMP Certification through the Convention Industry Council (CIC). For more information about CMP certification or recertification, please visit the CIC homepage at www.conventionindustry.org.