HYATT.
Building an organization’s revenue umbrella.
For the last 15 years, Godot has written, designed, and implemented Hyatt Hotel’s sales, negotiation, and revenue management system trainings.
Beginning with the BRIDGE selling system, developed with our partners at the Regis Company, we impacted every facet of Hyatt’s revenue umbrella from sales to negotiation to revenue management to events.
In addition to this fully integrated, proprietary approach to hospitality sales and account management, we promoted the tools and training through robust internal advertising, ensuring that what we created was embraced by Hyatt’s 55,000 employees.
At last count, we have won four Brandon Hall Awards with Hyatt for simulation, media, sales training, and onboarding, a gold medal from CLO magazine, and helped them reach as high as #2 on Fortune Magazine’s list of Best Places to Work for diversity.
GODOT.
A wholistic approach to full-spectrum sales relationships.
The term “synergy” has become a corporate buzz word. So has “wholistic.” As has “full-spectrum.”
Despite their recent abuse, however, they continue to be words. In fact, they are buzz words because they represent the important idea of seemingly separate initiatives working together to create an experience or product larger than the parts of its whole. These terms are simply victims of their own success, and, despite their reputation, they should be embraced in those rare moments when they present an opportunity in a long-term client engagement.
A common language.
An organizational sales language allows for discussion, improvement, and commonality. While there is a certain “sameness” to sales methodologies, by tailoring the structure, acronyms, tone, and examples to your team, they work better together in identifying shortcomings and accurately identifying where they are in the client relationship.
Communicated with Care and Purpose.
The first touchpoint with your audience is critical. By promoting training as something special that you created for them rather than just checking a box, you increase engagement and retention.
Events with impact.
Hyatt’s annual sales conference, Kickstart (formerly iLead) provides a time to gather, reflect, and celebrate.
A well-produced event brand is the mint on the pillow, leading to increased engagement, retention, and inclusion. From initial communications to human-forward structure of presentation to follow-up and feedback, Godot’s role in working with the absolute experts at Hyatt on event execution was to meet participants where they are at that moment in time while providing a roadmap for them to get to where they want to be.
Hyatt’s LEAD program explores the liminal, emotional space of leadership.
At some point executives move beyond airplane books. The five-minute this or the seven-habits of that are well and good, but true leadership comes from empathy and understanding why and how people make the decisions they do, seeing when you can amplify your team while still holding value yourself, and having the vocabulary to be self-aware.
In this six-month asynchronous course, we paired 30 future leaders in the company with 30 senior, established voices. Structured around the metaphor of “the Hero’s Journey,” we walked them through foundational concepts in leadership. They then shared their observations and growth with their peers, coupling user-generated with structured, deep, exploratory learning.
Operations, too.
Most of our focus with Hyatt was on sales functions. During the pandemic, however, we had the opportunity to evolve their general manager onboarding training to fit a virtual mold.
By restructuring the logistics, adding highly interactive activities that only worked in a virtual environment, and generally embracing the chaos of synchronous virtual training, our 99 test hotels earned an 11.38% higher NPS compared to their internal comparison properties.
This training also won two Brandon Hall awards. One for virtual training. The other for enterprise onboarding. Full stop, sans “virtual” caveat.
GODOT.
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