"Be patient and practice. Alot of work went into this one moment." - Shalane Flanagan
"My coaches told me that it was possible. The training that I put into it was the best I ever had..." - Shalane Flanagan
Shalane Flanagan achieved an amazing, history-making, record-breaking accomplishment by being the first American woman to win the NYC Marathon since 1977 with an unofficial time of 2:26:53. She did so because she had a Goal-Centric Plan. Meaning, she knew exactly what her goal was and she put the appropriate training and practice against it.
Having a goal-centric plan helps establish a clear path for what you want to achieve with tactical steps to get you there. How does it translate to hotel sales? Easy! When you achieve your daily sales goals, you achieve your monthly goals. When you achieve your monthly goal, you will achieve your quarterly goal. And what happens when you achieve your quarterly goal? You got it! You automatically set yourself up to achieve your annual goal!
By following these 3 steps, you can easily create your own goal-centric plan!
Step 1: Do your research.
It is always important to plan ahead! If you already know what business is positioned to turn definite or that will consume by a certain date, and you plan accordingly, you will have more time to focus on new business. And, you will be prepared to manage any last-minute changes to your existing business.
Make the time to study and understand your selling conditions. Know your market, know your hotel's high demand and need dates (and coinciding rates), know your competition and know other economic factors, significant events and holidays.
When you do you research, you are equipped with powerful information to prioritize the business that has potential to yield the greatest results that are most beneficial to you, your team and your hotel.
Step 2: Incorporate a SMART action plan.
Most of you may already be aware of this methodology, but here’s a quick overview.
A SMART action plan incorporates 5 characteristics of a goal. When setting a goal, you should ask yourself the following:
Is my goal…?
Specific – What exactly do you want to accomplish and why?
Measurable – Make sure the goal you are setting is quantifiable (i.e. I am going to call 5 new prospects today.)
Actionable/Achievable – Know what actions you need to take to achieve your result.
Realistic – Don’t set yourself up for failure by having a goal that really isn’t realistic. Make it’s a goal that you feel confident you really can accomplish.
Time-based – Determine when the result can be achieved.
For more tips on creating SMART goals, download this free SMART goal template. Once you have your SMART goals in place, it is time to move onto the third step.
Step 3: Create a daily/weekly action plan.
Have a daily/weekly action plan in place to help you achieve your goals. By using the SMART methodology and understanding your goals, you can plan your week accordingly. Here are some useful tips to keep in mind…
First thing Monday morning is a good time to get your action plan in place. Monday is the day you can plan out your week and really focus on administrative functions. Do this before you check your email. You don’t want to get distracted and interrupt your key planning time. You might also consider coming in a few minutes early, so you don’t get caught up chitchatting with coworkers about the weekend.
As you plan out your week, schedule out calls and meetings – Block time for specific things. Focus on Tuesday, Wednesday, and Thursday as your prime-time selling days. You can even use Monday afternoon and Friday morning for prime-time selling depending on your customer's preferred availability. Plan to be back in the office on Friday afternoon, so you can finish any administrative tasks and plan for the next week before the weekend.
Find the right planning tool. Whether you want a physical day planner or you prefer a digital calendar, there are so many planning tools available so you can create the best way to stay organized for success! And, like everything else these day, these tools are more customizable than ever! There are also a ton of cool apps available to help you keep your day organized.
Check out these lists that identify some of the best calendar and planning apps!
Remember, if you achieve your daily goals – you will achieve your monthly goals. If you achieve your monthly goals – you will achieve your year-to-date goals. If you achieve your year-to-date goals – you will achieve your annual goal. And if you achieve your annual goal… YOU WIN!
So, let’s review. How can you create a goal-centric plan? First, do your research. Know your goals and understand the many ways you can make your numbers. Next, make sure you set SMART goals. These are goals that are: Specific, Measurable, Actionable, Realistic, and Timely. Finally, follow a daily action plan to ensure you are on track and organized. Make sure you find the right planning tool that works for you!
And finally, practice makes perfect. Make time to train and practice to refine and enhance your selling skills. Do this, and you will boost your performance and boost your sales.
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