Case Study: Hotelbeds
Supporting uplift in sales through transforming sales effectiveness
Optimising sales process, developing sales competencies and a global roll out of Performance Coaching and Sales Development programmes.
Optimising sales process, developing sales competencies and a global roll out of Performance Coaching and Sales Development programmes.
The Brief
Hotelbeds are the world’s leading Bedbank, redefining how accommodation, transfers, activities and car rental products are distributed to a global network of travel distributors.
After appointing a new Sales Director, Hotelbeds conducted an internal diagnostic of their sales function to determine if the quantity and quality of sales activity was sufficient to achieve their ambitious growth aspirations.
Hotelbeds realised that they needed to transform their sales culture and capability in terms of how they manage and engage with clients and how they have performance conversations with their internal teams. In order to develop a world class capability in these areas they recognised the need for external support to transform effectively and at speed.
The team were introduced via referral as a potential partner who could support their development and proceeded to analyse, align, co-create and roll out parallel workstreams to achieve these outcomes.
The Approach
The team aligned with the current state through shadowing sales teams, exploratory workshops, surveys, and 1:1 interviews. Working with key stakeholders (regional leaders and top performers from the SLT level downwards), the team co-created a sales playbook, sales competencies and development programmes that focused in Sales Effectiveness and Performance Coaching for sales leaders. In phase 1 these programmes were rolled out globally to 300 salespeople and 50 sales leaders across the retail and wholesale arms of the business.
The Results
+44 (0) 1173 700 092
5 Park Street Avenue
Bristol BS1 5LQ
UK
+1 (281) 939 2288
2700 Post Oak Blvd
21st Floor Houston,
TX 77056, USA