August 30, 2013 — Among the e-mails I receive weekly there are always some from reps fairly new to our industry who are in sales/marketing and are seeking advice on which developers to work for/which ones to avoid and other career guidance questions. Included are questions seeking advice as to the best way to ultimately make it into management, whereby they believe they will be able to increase their annual earnings and improve the quality of living for their families.
So Here’s The Scoop: For some time now I have been cautioning these reps who want to be around this industry for many years to come (you know, have a ‘career’) that, especially considering all the market changes taking place in the hospitality industry, the most important first step may arguably be to align themselves with a progressive developer who’s adjusting to those conditions so that they, too, are here and profitable over the next several decades (and beyond).
By the way, IMPO that is a rather small group of developers which is why now, today, this minute it is more important than ever before throughout our industry’s approximately 50-year history to take that very first important step and secure – as best as possible – that future.
So here are just a few more rules of the road for those reps interested in doing well and hopefully – in time – begin that climb up the timeshare corporate ladder.
Every work day show up 15 minutes before everyone else and be the last to leave for the day. And while at work, without being the obvious and obnoxious ‘management butt-buddy’, be the most professional, helpful & enthusiastic team player there is all the while continue to hone your selling/marketing skills as well as your product, hospitality and travel knowledge, etc.
Next on the list: Be friendly to all but avoid like the plague any association with the negative people at work (everywhere) who sit around and complain about ‘tours’, ‘qualifications’, ‘Liners’, ‘T/O’s’, ‘management’, ‘spiffs’ (or the lack thereof), ‘commission structures’, costs of timeshare plans including annual maintenance fees, etc.
How about some sex? Sure, have at it — but fulfill those desires outside the work place. If you can’t get lucky away from work and find a playmate or a true long-term romantic interest and/or soul mate you’ll likely create a problem attempting that at work and that will often turn out not to be worth the effort or reward.
And if you are married and fooling around or just flirting at work (anywhere), shame on you! That, too, will be noticed by ‘all’ and reflect badly on your character/judgment, etc.
Tone down the jewelry a notch or two. Like it or not a modest approach to wearing jewelry and attire in general will make a far better impression ‘upstairs’ — as well as with your sales guests — and you can always get as ‘flashy’ (or sloppy) as you like when you’re not on the job.
Next: Have an idea to improve marketing and sales? Keep them to yourself!
Don’t tell other associates or management, etc., as in most cases, sadly, your ideas/suggestions — regardless of how good they are — are traditionally not welcomed. So shut up.
And even if on the very rare occasions suggestions are sought & encouraged, be careful and thoughtful before you submit those ideas to the developer and/or management.
And speaking of managers, some are outstanding and very secure in their ‘skins’ and positions. Others however live in constant fear of being replaced and if they sense you are on the hunt for a management slot (their job), well, they have ‘ways’ of blowing you out – sending you packing. They will use those tactics to protect their ‘gig’ at all costs and you will become the fall gal/guy, guaranteed!
Hey! Let’s meet for ‘Happy Hour’!
By all means feel free to do so from time to time. But unlike showing up at work before everyone else and being the last to leave, when you attend any event that involves tossing back a couple cold ones do just that. If possible be the last to arrive, only have one or two ‘bevies’ and then be the first to leave.
Say Mack, can you spare a smoke?
Personally I’m a long time smoker and refuse to quit but if I were to start the TS journey anew and if I were going for the gold I would, as hard as it can be, toss the habit post haste.
Yes, there still are managers (Executive level, too) and scores of millions of others just in the USA who smoke cigarettes but I highly recommend you put down the ‘smokes’ – now and forever and ever.
And if you need some motivation then calculate what those ‘cigs’ cost you annually and then compound that expense over just the next brief 10 years.
You know the drill – timeshare math: A 2-pack-a-day smoker, depending on where they live and buy their ‘smokes’, will spend $7-$18 per day. At a daily cost of $7 (on the conservative side) that is $2,555 per year.
‘Smokes’ don’t get any cheaper every year. Instead it seems the costs increase NLT 5% annually. As such, over just the next ten years and without inflation that’s $25,550 puffing your little heart out, so to speak.
And with inflation that turns out to be more like $33,000.
Now let’s see, what could ya do with an extra $33-K SPIFF?
Lastly, always remember: Sooner or later whatever goes on downstairs always gets upstairs — so mind your Ps and Qs!
Good Luck Out There!
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Contributing sometimes extravagant, bombastic, emotional, pompous or even pretentious writings about the timeshare industry, Scoop covers an array of industry related subjects each week including inside information, tips, scandals, interviews, forecasts as well as new (good or bad) products and services--- and, of course, all the 'Good', the 'Bad' and the 'Ugly'.
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