Restaurant Catering Sales Compensation? Ask Jeffrey Gitomer!

As you all know, I am always looking for content specific to restaurant catering at the MMS Catering Institute.  Then I found this…. Jeffrey Gitomer addressing a catering sales manager’s question about compensation….  I’ll post it here for your consideration…

I can think of some more ideas.  Can you?  Please share your thoughts in the comments below…

 

Restaurant Catering Workshop Filling up – Chicago, June 6, 2013

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Our MMS Catering Institute’s workshops series sure are popular!  Book your spot today and energize your catering sales!

We will have over 100 of our restaurant industry’s best catering sales managers in attendance.  We have a wonderful day planned.  Here is what you can expect to learn:

  • Rockstar Canvassing and Lead Generation Techniques
  • Time tested Consultative Selling Strategies
  • Rock Solid Cold Calling Techniques
  • How to identify different kinds of restaurant catering consumers and the top 10 things that motivate them to buy
  • Great ideas on how to organize and run effective sales meetings for your catering sales teams
  • Transparency into the “day in the life” of a successful catering sales manager

This workshop is open to all members of the restaurant industry and will be very focused on increasing incremental catering sales for your restaurant brand.

We do have limited space, so please reserve your spot today.  The cost is $249.00 per attendee, and if your company has more than 4 attendees, there is a group discount available.

Register today by calling us at  1-877-6-MONKEY ext. 127 or email us at workshops@monkeymediasoftware.com.

Hope to see you in Chicago!

 

Save The Date June 6,2013 – Chicago Restaurant Catering Workshop

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Join the MMS Catering Institute TM Team for a one-day Catering Sales Management Certification (CSM) workshop on June 6th, 2013 in beautiful Downtown Chicago. This workshop is open to restaurant executives and management teams looking to develop their catering programs and drive real results through improved operations and increased sales.

The CSM course was developed to educate and engage your catering leadership team on managing successful catering operations. This workshop will outline key Catering Sales Management initiatives to realize maximum sales potential.

Curriculum will focus on:page1image11520

Canvassing and Lead Generation • Consultative Selling Techniques
• Effective Cold Calling Tactics

• Buyer Types and Motives for Purchasing

• Sales Meetings that Make Sense
• A Day in the Life of a Catering Sales Manager

This workshop will be filled with representatives from many different restaurant brands and will offer a unique opportunity to learn, participate in real world practice scenarios and network with fellow industry members during our networking lunch.

Date: Thursday, June 6th, 2013
Place and Time: TBA, (Downtown Chicago)
Cost: $249.95* each for up to 3 attendees ($199.95* for 4 or more from the same company)

Register for this invaluable workshop, and send an email to workshops@monkeymediasoftware.com

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Contact Tracy Avolio, Sr. Catering Analyst at the Catering Institute.
Phone: 1-877-6-MONKEY ext. 127 | Email: workshops@monkeymediasoftware.com

To learn more about the services, certification, workshops and resources offered by the Catering Institute, or to request a catering assessment for your restaurant, please contact us via phone or email.

Let’s talk catering.

* Course materials and a catered lunch will be provided. Travel expenses not included.

 

 

Looking for a Catering Sales Manager? – Recruit a Professional

Sales Growth

I am a BIG believer in recruiting the right talent when it comes to growing catering sales outside the four walls of your restaurants.

Through MonkeyMedia Software’s Catering Institute I am very fortunate that I get to spend alot of time working with wonderful leaders in our restaurant community.  All we do is think about how to scale catering operations on top of existing restaurant assets, 24/7/365.

Recruiting great Catering Sales Managers (CSMs) is a critical step forward as our industry strives towards building a sustainable and growing catering operation for our brands.

I thought I’d post this job description template that we recommend to help you recruit some great talent.  I hope it helps!

Drop me a line after you use it and let me know if it draws some great talent your way.

Catering Sales Manager
[YOUR BRAND GOES HERE] is growing and is looking for an experienced Catering Sales Manager (CSM) to join our team. Since [The Date your Brand Started], [YOUR BRAND HERE], has proven to be one of [YOUR CITY’S] most dynamic and successful restaurant management companies. [LIST YOUR BRAND’s AWARDS AND INDUSTRY RECOGNITION HERE]

Requirements:

The CSM is responsible for maximizing the off-premise sales channel to meet/exceed sales goals by soliciting, negotiating and booking new and repeat business via outside sales calls, telemarketing, mailings and networking.

The ideal candidate will have:

– Minimum of 3+ years of hospitality sales experience.

  • Cold calling and networking strategies are a must.
  • Thorough knowledge of the practices and procedures of the food and beverage, hospitality and catering businesses. Experience in off-premise catering a strong plus.
  • Ability to execute and support the operational aspects of business booked.
  • Outstanding customer service.
  • Strong organizational traits, including excellent time management skills, hands-on and ability to work independently.
  • Commitment to quality, accuracy, timeliness and results.
  • Excellent written and verbal communication skills as well proficiency with various computer applications.
  • A team player mentality and the ability to work in a fast paced, high energy and demanding environment.
  • A flexible schedule with the ability to work day, evening and weekend hours as business needs require.
  • B.A./B.S. degree or equivalent combination of education and experience preferred.

If you meet these requirements and are interested in working with a group of talented and driven individuals in a team environment, [YOUR BRAND] is interested in talking to you!