Building revenues is a challenge facing almost all businesses today - 

Success in building revenues is not the only reason to discuss the concept of ACCOUNTABILITY, but it is a logical place to consider in times of economic uncertainty.

By design, this will be a short column – it can be so because the ability to set accountability can be stated in four steps.

1. Determination.
2. Goal Setting
3. Concentration
4. Perseverance
 
That's all it takes to be successful.
 
These steps were identified and shared by author Harvey MacKay, who has written a number of best selling books on business, networking, successful living and enjoying life. 

I have always found this particular message focused and energizing.  I appreciate its direct simplicity and I have found it to work in my career.

The general news media has taken the approach of broadcasting much of its economic news in the most negative and depressing means as possible.  While there continue to be serious challenges in hospitality business levels, there are also offsetting success stories.

MacKay's simple four steps identify that special times require special efforts: We all need a goal – something to reach towards.

For example:
A sales blitz places a concentrated effort by a large number of people in one or more targeted area for a specific time. Blitzes require coordinated efforts, but there is a payoff.

Earlier in April of this year, Starwood Hotels & Resorts launched a program that is not technology based, but one that focuses on proven tactics of the past.   What their announcement labeled "hitting the road—hard" is leading to what they call its "most aggressive sales blitz in history."  Starwood associates plan to call on 20,000 key accounts and new customers throughout the United States and Canada with a stated target of generating $135 million in new potential revenue.

The announced strategy was an "everyone sells approach," with company sales and catering teams working with corporate executives.  Hotel teams including general managers, chefs, executive housekeepers, concierges and others are planning to call on all segments of business from retail travel agents to corporate travel planners.

The purpose is to general leads, prospects and eventually to build revenues.

Churches of all faiths, schools, universities and many other private clubs and groups have special fund drives every few years. The reason ties back to MacKay's Four Points – to bring enthusiasm, a sense of shared goal setting to be measured by accomplishments and timely concentration.

As we look to build revenues, look at the accountability in your business.

• Are there real goals?
• Can they be achieved?
• How can they be measured? 
• Is the effort focused? 
• Is it a team effort or does everyone expect one or two people to do it all?

They are not the only ones to take this approach but I salute the determination of Starwood to rally its organization at all levels.

Feel free to share an idea for a column at johnjhogan@yahoo.com anytime or contact me regarding consulting customized workshops, speaking engagements …  and remember – we all need a regular dose of common sense.

Autographed copies of LESSONS FROM THE FIELD – a COMMON SENSE APPROACH TO EFFECTIVE HOTEL SALES can be obtained from THE ROOMS CHRONICLE www.roomschronicle.com and other industry sources.
John Hogan, a career hotelier and educator, is a frequent speaker and seminar leader at many hospitality industry events.  He is a successful senior executive with a record of accomplishment leading organizations at multiple levels.  His professional experience includes over 35 years in hotel operations, food & beverage, sales & marketing, training, management development, consulting, management, including service as Senior VP of Operations. 

http://www.linkedin.com/in/drjohnhoganchache