SALES PROGRAM
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SALES PROGRAM
Transcript of SALES PROGRAM
SALES PROGRAM
MONTH OTA’S ARA GERALDINE OTHERS TOTAL /MONTH
MAY 300 300 300 100 1000
JUNE 300 300 300 100 1000
JULY 300 300 300 100 1000
AUGUST 300 300 300 100 1000
SEPTEMBER 300 300 300 100 1000
OCTOBER 300 300 300 100 1000
NOVEMBER 300 300 300 100 1000
DECEMBER 300 300 300 100 1000
TENTATIVE DATAS;HAVE TO MAKE A FORECAST BASE ON THE 1ST Q REVENUE.
SALES GOALS- Room nights /sales person
KEY PERFORMANCE INDICATOR
SALES ACTIVITY per SP per WEEK TARGET NO. OF ACCOUNTS
“Quality” Sales Calls & Client Meetings 25
Cold Calls (building blitz / area saturation – 1 day per week) 10
Telemarketing (initial probing / appointment setting) 20
E-mail blitz to target associations (1 day per week) 1
Client Entertainment (Ricas) 2
ACCOUNT SEGREGATION
tba
Sales Plan
ACTION PLAN STRATEGY DUE ON
Create and
cascade KPIs to
team members
Breakdown target room nights and revenue per SP per
month
April
Create sales activity KPIs per week April
Create sales
parameters
Establish pricing scheme for rooms and other services such
as transfers, WiFi access, etc.
April – Existing
Finalize function
room guidelines
Finalize function room rates, inclusions and menus April-c/o Kenneth
Finalize banquet packages & inclusions for social functions April-c/o Kenneth
Include all function room info SP’s sales kits April-c/o Kenneth
Create guides for
account probing
Account probing sheet for rooms and banquets May
Conduct
competition check
Conduct ocular inspection for competitive hotels May
Product
Knowledge
Provide SP a free overnight experience for her to be able to
relate on the product that she is selling
May
Sales Plan
ACTION PLAN STRATEGY DUE ON
Develop an incentive
scheme for SP’s
A monthly incentive will be given to each SP May -existing
Develop an incentive
scheme for all non-
sales employees
A referral fee will be given to all non-sales employees, sales
of other hotels (bump-off) for every materialized booking
May
Develop an incentive
scheme for taxi
companies or drivers
SM to visit the owners or offices of taxi companies and
distribute flyers containing the details of the incentive
scheme
May
THH employees should actively distribute blank business
cards to taxi drivers
May
Referral fee of P150 for every for every materialized
booking (per room)
May
Sales Plan
ACTION PLAN STRATEGY DUE ON
Develop a “Customer
Loyalty Program” for
clients
Develop a points system for all bookers and/or end
users. Points can be redeemed thru room
accommodations, meals at Ricas or SM / Rustans gift
/Metro Gaisano gift certificates
May
Develop a “Be Our
Guest Program”
Provide a free overnight stay to every selected clients /
heads of companies / decision makers with the
purpose of giving them a “feel” our property and our
services. Once they have tried us, they will then feel
comfortable in using us as their hotel provider.
May
Create a “sales lead
form”
For Reservations and Front Office consumption.
This contains client details (company name, address,
contact details and client requirements) to ensure that
Sales are able to follow-up on any client inquiries.
May
Create standard sales
spiels(highlighting THH
brand)
For sales calls June
For telemarketing & answering phone inquiries June
For e-mail blitz (post-networking) and e-mail inquiries June
For conducting showrooms June
Sales Plan ACTION PLAN STRATEGY
Create a targeted
sales plan and
strategy and
cascade to team
members
Identify target markets, organizations and associations
Segregate companies by location, size and business potential
Market saturation. SPs will conduct continuous telemarketing, e-mail blitz,
building blitz, “targeted” client meetings / presentations, and client
entertainment (Ricas) with showroom. SP will plot their itinerary in a weekly
calendar and discuss with SM to ensure that she is on the right track.
Based on individual market survey, SPs will identify their “hit list accounts” (3
accounts per SP) and exert all effort to secure business from these accounts
“Steal Campaign”. Identify and win over the accounts of other hotels.
Monitor annual bidding / Request for Proposal (RFP) of multinational accounts.
Track bidding schedule in the RFP calendar.
Secure long-stay business to build a steady occupancy base.
Tap volume accounts / group businesses (corporate and travel) and extend
competitive rates.
Secure more corporate meetings, especially live-in functions
Be the bookers’ / clients’ “top of mind” hotel
Sales Plan
ACTION PLAN STRATEGY
Strengthen existing accounts and continue to solicit for repeat business.
(relationship-building)
Maximize Hotel Suppliers ( to get list from Rey),Innovetel contacts and business
partners and secure access to the accounts’ gatekeepers and/or decision-
makers. Send updated corporate rates.
Penetrate targeted
organizations and
associations
Pursue leads from networking activities such as PMAP, PASAP, PISM, PAPM,
Chambers of Commerce, etc.
Conduct e-mail blitz 24 hours after the event
Conduct e-mail blitz at least once a week to targeted associations and
organizations
Penetrate targeted
accounts in M.M.
Conduct monthly sales calls to Manila
Visit key accounts that require accreditation / bidding
Penetrate targeted
regional accounts
Conduct sales blitz in
Bohol,Tagbilaran,Bacolod,Dumaguete,Iloilo,Davao,Cagayan
Penetrate targeted
accounts in Cebu
Province
Conduct regular sales blitz in South,North and West of Cebu
PEZA Accts.
Week of May 5
Manufacturing
Week of May 5
Pharmaceuticals Week of May 12
Call Center / BPOs Week of May 19
Government Week of May 26
• Refer to the MEZ 1 and 2 Directories
• J&J • San Miguel Corp. • Asia Brewery • Coco Cola • Nestle
• Century Canning • Cebu Canning • ComFoods • ProFoods
• Virginia Foods • Kings Foods • Alta Furniture • Insular Rattan
• Zuellig Pharma • Glaxo SmithKline
• Eli Lilly • OEP Phils.
• Merck Sharpe & Dohme • Pfizer • Bayer • Unilab
• Sanofi-Aventis • Intl Pharma. Inc. (IPI)
• Sykes • People Support • E-Telecare • TeleTech • Convergys • ePerformax • CallTek • 1-2-3-Ten
• Western Watts • Accenture • Lexmark
• DOT • NIA • NFA • DILG • BIR
• DPWH • DENR • NEDA • DECS • LOT
• LTFRB • City Engineers Ofc.
• ATO
Petroleum Week of June 2
Telecoms
Week of June 9
Airlines Week of June 16
Real Estate Week of June 23
Embassies Week of June 30
• Pilipinas Shell • Chevron • Total • SeaOil
• PTT Philippines
• Globe • Smart • PLDT • Sun
• PAL / Air Phils. • Cebu Pacific
• Cathay • Korean Air • Silk Air
• Qatar Airways • Continental Airways
• Filinvest • Aboitiz Land • Sta. Lucia Properties
• F9 Properties • CB Richard Ellis
• Jones Lang LaSalle
• US • China • Japan • Korea • Russia
•
TIER 2 ACCOUNTS – per Industry
Retail & Trading
Week of July 7
Retail Franchisees
Week of July 14
Convention &
Trade Centers
Week of July 21
Ad & Media Week of July 28
Automotive Week of August 4
• SM • Parkmall • Ayala
• Rustans • Gaisano • Save More
• Julies Bakeshop • Other franchising
companies (to be discussed)
• CICC • SM Trade Hall
• Grand Convention Center
• City Sports • Waterfront
• NCCA • ABS CBN • GMA
• Cebu Daily News • Sun Star • Freeman
• • Y101
• Killer Bee • Zee Magazine
• Cebu Map & City Guide
• Rich Media • Alcordo Advertising • ASAP Advertising
• Nissan • Toyota • Honda • Hyundai • Isuzu • Suzuki • Kia • Foton • Ford • Mazda • Volvo
• Performance Cars
TIER 3 ACCOUNTS – per Industry
Banking and
Finance
Week of August 4
Logistics
Week of August 11
Education Week of August 18
Clubs and Family
Associations Week of August 25
Shipping Week of
September 1
• Land Bank • BPI
• Metrobank • China Bank • Banco de Oro
• PNB • HSBC • Citibank • PenBank • Insular Life • Philam Life
• Generali Pilipinas • Bank of Commerce
• DHL • APL • LBC
• Lane Moving • FedEx • 2Go • JRS
• Nippon Express
• Cebu Doctor’s University
• University of San Carlos
• University of Cebu • UV
• USJR • Benedicto College
CLUBS • Rotary • Lions
• Masonry • Jaycees • PICPA • PICHE
(Chem. Engrs.) • UAP (Architects)
• Others
FAMILY ASSOCS. • Tan-Yu • Yap • Go • Lim
• Others
•Gothong • Lorenzo • Aboitiz • WGA
• Cokaliong • Sulpicio
• Trans Asia • Negros Navigation • Maersk Sealand
• Weesam • Roble
• Supercat • Superferry
SALES OPERATIONS PLAN
ACTIVITY / REPORTS DETAILS
Daily Briefing • Every 09:05 AM
• Discuss activities, concerns, important projects for the day
Weekly Sales Itinerary Report • Contains sales itinerary for the following week
• To be submitted every Friday afternoon
Weekly Productivity Report
• Contains sales activities / efforts for the week.
• Should indicate next action steps.
• To be submitted every Friday afternoon
Monthly SP Recap • Summarizes activities and highlights for the month
• Actual production versus targets
Request for Proposal (RFP) Calendar
• SP to closely monitor the accounts that require annual bidding
• SP to update the RFP calendar on an ongoing basis
Competition Report •SP to conduct competition survey (corporate rates, new promos,
etc.) on a quarterly basis
OTHER SALES GUIDELINES and SOPs:
All client queries need to be answered within 24 hours.
All bidding requirements need to be completed within 3-5 days, or depending on client’s deadline.
SPs to conduct telemarketing or e-mail blitz to all networking leads 24 hours after the event.
SPs to conduct e-mail blitz to target associations and organizations on a weekly basis.
All new accounts and leads need to be encoded into the Masterilist of Accounts on a daily basis
(database building)
All accounts need to have an approved credit line (with complete documentation unless otherwise
pre-approved by FM and GM) before allowing a send-bill arrangement.
SALES OPERATIONS PLAN
