So…you’ve studied up and you’ve gotten a job in a and you’ve made it to the Sales Department…you’re a Sales Manager! What would your work day be like? Not quite sitting by the pool with a laptop, but the next best thing. Here’s a typical “Day in the Life” of a Hotel Sales Manager:

It’s 8:30 am and you arrive just in time to sit down to the daily sales meeting with the Director of Sales, the Associate Director of Sales and the Sales Managers on your team. The DOS gives an overview of what’s happening in the hotel today–what groups are arriving, any VIPs expected and then goes around the table so each team member can state briefly what they’ll be doing today. example, you say that you have a site inspection that will begin at 10:30 and will include lunch. And the DOS and General Manager will be meeting you and your prospect at 5 a cocktail at 5. The meeting ends after 20 minutes and everyone goes to his or her office, many by way of the coffee machine in the break room.

You greet your assistant and grab any messages or completed correspondence she or he has you. You arrive at your desk, chat briefly with your neighbor in the next office about that crazy surprise on the Kardashians last night, then return your calls and emails and prepare the site inspection. You ask your assistant to make sure the packet with hotel keys is ready, to check on the client’s room amenity and grab the site inspection keys from the front desk. When you get the keys, you take off to check the entire route of your planned tour to make absolutely sure everything is in order.

Your client arrives…you greet him and give him his keys–you’ve pre-checked him in. A bellman takes his things to his room and you meet a few minutes later to begin the tour. You show him the meeting space, explaining how his group and their functions would fit perfectly in your hotel’s space. You’ve done your homework and you explain your hotel’s benefits to his group’s particular needs clearly. Lunchtime and into the restaurant a relaxed lunch with your client. The restaurant manager who has been informed that you are dining with a VIP today, stops by to give a warm welcome and perhaps a recommendation.

After lunch, you tour the grounds and show your client outdoor function space, the golf club and other areas that may be of special interest to him. Finally, you’re back in the lobby. You sit down in one of the comfy conversation areas and ask if your man has any questions or concerns. He will. You will respond with either the information needed at that moment or with a promise to send it to him before his departure.

You part ways the moment, with your client heading back to his room to make calls and you to your office to do the same. Everyone on the team asks you how it’s going. “Great!” you’ll say.

It’s 5 pm and you meet your new friend (because that’s what he’s on his way to being now) in the lounge with the DOS (Director of Sales) and GM (General Manager). You talk about sports, you talk about local attractions, you talk about his business, his family, his kids or grandkids…and yours. In other words, you become friends. If the conversation naturally leads to a discussion of closing the deal for the group, go for it. If not, wait until his departure the next day. You are building a relationship…between you and the prospect and between your hotel and the prospect. If you can do that successfully–and it’s not hard–you will sign this client not just once, but many times over the years.

I don’t know about you, but that sounds like a pretty amazing day to me. Yes, that’s your work when you’re a Hotel Sales Manager. Every day won’t be the same. You’ll give a site tour once a week at the most, depending on your territory. But just about every day is a great day when you work in Hotel Sales.