The E’s of Management

Enthusiasm, Energy, Excellence, Example, Empathy, Effectiveness, Efficiency,
Empowerment, Essentiality, Esteem, Equilibrium, and Education.

Man, that’s a lot of E’s.

While I agree that these twelve E-words are important management qualities, I also think that they are also very important qualities for sales persons to possess. Many, if not all of you have the word “manager” in your job title. You may not “manage” people, but you all manage sales activities for your hotels.

Let’s Explore our sales E’s:

Enthusiasm and Energy – These two E-words go hand-in-hand when you describe sales activities. You must be enthusiastic and you must have energy! Sales Managers do a lot of legwork to find and win business! If you are lethargic and underwhelming – it translates into your sales activities. Having the energy of the EverReady Bunny is paramount to your job description.

Excellence, Example, Effectiveness, Efficiency, Essentiality, and Education – These E-words all reflect your sales technique, your organizational capabilities, and your abilities to address potential customers and put them at ease. By possessing these E-qualities you are giving your customers the confidence to book your hotel and witness that you know your stuff!

Empowerment is EARNED! Do you know the overall game plan for your hotel? Do you talk to your General Manager, your Regional Director of Operations, or your Corporate Director of Sales & Marketing about the big picture? If you know what the goals of the hotel and ownership are, you know what type of business you need, and WHEN you need it, then you earn empowerment to accept/decline business, set rate, and develop strategies! Using technology, experience and knowledge of your sales and revenue strategies smartly will gain you Empowerment.

With Empowerment comes Esteem and respect. Take the necessary steps towards improving your sales techniques daily. Are you the sales person you would want running your hotel? If not, why? Follow your learning plans, follow your brand plans, and if you don’t have a brand, then make up your own learning plan! Learn something new every day. Hone your craft!

Equilibrium is that perfect balance that comes from experience! Keeping one’s feet firmly walking the invisible line of market segment, rate and revenue is the ultimate goal in developing a cohesive sales plan. (Speaking of which – how is your 2013 Sales & Marketing Plan shaping up?)

No matter which way the E faces, or how big or what line the E is on your chart – keep your EYE on the goal and EVERYTHING will fall in line!

Happy Evolving!


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The E’s of Management
Twelve Must-Have Attributes for Good Managers
By William P. Fisher, Ph.D.

August 2012

The attributes, virtues, and characteristics of successful managers have been researched by many people over the years. What has been determined with certainty is that there is no fixed combination of elements that ensure management success. Nonetheless, there are some important attributes, the absence of which make it difficult to be an effective supervisor. I call them the Twelve Es.

Enthusiasm. It helps to exude enthusiasm both in persona (a love of life) and for the mission and objectives of one’s organization, function, and tasks at hand. Your enthusiasm can be contagious. If you are not enthusiastic, ennui can take hold in your subordinates and that can lead to mediocrity – or worse.

Energy. It’s closely aligned with enthusiasm as it connotes movement, action, passion, and spirit. Self-starters are usually strong finishers. Energy is the personal electric current you infuse in the workplace.

Excellence. You establish or exceed current standards of performance for yourself and for others in pursuit of overall organizational excellence. You are politely but directly demanding of continuous professional and organizational improvement in search of perfection.

Example. You are a role model for your colleagues at all levels of the organization. Others look to you, wanting to give you one of their most cherished possessions: trust. Never besmirch your credibility, for if a supervisor loses the trust of subordinates, there is nothing left.

Empathy. You place humanitarianism well ahead of materialism, people before artifacts, values before judgments, thought before action, and reason before decisions. Accordingly, you have the ability to step outside your own mind and into the minds of others, thereby seeing and understanding their perspective, feeling their emotions, and relating to their activities.

Effectiveness. You know what you do makes a difference. You set or help set a direction toward an attitude and usually a sustainable goal and you get results. Your work service and/or work product reflect your knowledge, skills, talents, and creativity, all devoted toward noticeable accomplishment.

Efficiency. You maintain the most important commodity in your life: time. You also optimize your output, starting with the input and carefully managing the throughput. You minimize waste, synergize resources, and symbolize dynamism.

Empowerment. As you possess authority, there is a certain power that attaches to your role. You have the ability to empower others to do things, by delegation, motivation, inspiration, or direction. One doesn’t abuse power, one uses it to serve others in fulfilling the organizational mission.

Essentiality. In relationships with people, you appraise them by both word and action that you regard them as absolutely essential to the success of your organization. If they are not essential, they wouldn’t be with you.

Esteem. You possess self-esteem and draw the attention of others. Esteem rests on the four cornerstones of management: integrity, character, self-confidence, and self-respect. You place your greatest satisfaction in self-measurement, conduct yourself with poise and dignity, and have a high quality of life competence as well as specific expertise.

Equilibrium. With all the stimuli directed to you and all the stimuli you issue, you maintain a stable balance in your intellectual, personal, professional, and physical life. You are in control, in shape, unflappable, fair, rational, caring, alert, forward-thinking, responsible, and determined.

Education. You value education and training, recognizing that development for you and your subordinates is a journey, not a destination. If you ever doubt the value of continuing education ad training, consider the cost of ignorance.

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