Director of Sales

Director of Sales DISC Chart

Job Summary

A director of sales oversees all sales activities for a hotel. Their primary role is to obtain new or repeat business and ensure those guests are satisfied. They are responsible for creating a sales strategy working closely with sales managers to reach revenue growth targets in all categories such as transient revenue, group room rents, food and beverage sales, and banquet or conference space rentals. They also interact with guests by preparing informational materials, receiving and responding to correspondence, and attending pre-event meetings. They must have strong communication, interpersonal, and presentation skills and the ability to build rapport with both new and existing guests. They work full-time at hotel facilities and report to the general manager.

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Personality types of a Director of Sales

Each letter of DISC represents polar personality types with correlating behaviors and characteristics. Learn more about their strengths and weaknesses, how they communicate, and more

high D - Problem Solver

Likes to take action

high I - Influencer

Likes to interact with people

low S - Voyager

Likes a flexible work environment

high C - Rule Follower

Likes to follow procedures

Behavioral Qualities for a Director of Sales

Behavioral qualities make people naturally act in a certain way. Utilize people's natural behaviors and strengths at work.
  • Self-reliant. Independent and autonomous.
  • Persuasive. Able to convince others.
  • Proactive. Driven towards action, not reaction.
  • Organized. Structured and methodical.

Motivators for a Director of Sales

Motivators are values that drive people. To retain passionate employees, place people in a role that utilizes their values
  • Economic: A utilitarian drive for results and maximal returns. To tend to the economic drive, reward them for increasing profitability and reaching revenue goals and objectives.
  • Individualistic: A drive to be independent, unique and free. To tend to the individualistic drive, allow them to use their individual personality and ideas to generate new business
  • Political: A drive for authority, to take command. To tend to the political drive, provide them opportunities to lead others and to create procedures for the team.

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