Journalistic approach benefits sales manager

Hotel & Motel Management, Nov 1, 2004 by Christine Blank

Bonnie Hall's training in college to be a journalist paid off during her career in hotel sales, including her current position as sales director of the Holiday Inn University Plaza Hotel in Bowling Green, Ky.

"The people who are the best in the industry have very curious minds," Hall said.

Instead of just booking meeting space and rooms for clients, she asks them the history of the company, their philosophies and what they hope to accomplish at the meeting.

"Every meeting has a purpose: Is it a sales meeting or a safety meeting? Are they launching a new product that they need space for? Is it a confidential meeting, so they need quiet space in the hotel?" Hall said.

The most enjoyable part of her job is meeting people and learning about different industries and organizations, she said.

"If I go through the day and I haven't talked to anyone new or learned anything new, it's not a good day," Hall said.

Although she trained to be a reporter, Hall got into the hotel industry when she and her husband moved to Illinois. She responded to a newspaper ad for a sales job at the University Inn in Champaign, Ill.

After holding several positions at that property--including sales representative, catering representative and director of catering--Hall served as sales director at several Holiday Inn locations, including her current position. This year, Hall was named sales director of the year for Holiday Inn Worldwide.

She learned that the key to success in sales is knowing the property and its capabilities.

"The worst thing is to over promise that something can be delivered," Hall said.

After years of working long hours and raising a family, Hall now is looking forward to having more time to golf and hike. She has been married for 23 years, and her two children attend college.

Name: Bonnie Hall

Title: Director of sales

Property: Holiday Inn University Plaza Hotel, Bowling Green, Ky.

Years in lodging: 24

Most important thing learned while working at a hotel: Know what your customers need: "You can't sell them something until you know their needs and wants. You have to have a very curious mind, and keep digging for their motivations and needs."

hmm@advanstar.com