MARRIOTT INTERNATIONAL SALES

THE NEED

A total remodeling.

The complete transformation of the Marriott International Sales Organizational structure

SSP really understood where our past strategies had or had not worked, garnered a good understanding of what would be required to succeed in this market and implemented against them.

THE STRATEGY

A structured development.

  • Support, design, and implement an industry leading sales approach.
  • Consolidate like products and like customers.
  • Centralize resources.
  • Design and implement commission based sales positions.
  • Utilize data based business decision-making processes and execution.
  • Integrate these new sales processes within the Global Sales structure.

THE RESULTS

A triumphant method.

As a key contributor to those processes, we were able to demonstrate the dynamic ability of the new organization as the events of 9/11 unfolded. A rapid response by Field and National resources in a fast moving entrepreneurial environment was a necessity.  The orchestration of this strategy mitigated revenue loss and confusion while maximizing opportunity and sales deployment.

THE FUTURE

A constant evolution.

The core design principles we created allow for appropriate adaptation of the Organization in the marketplace. Marriott International continues today as our partner with preferred vendor status and adhoc support.

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