What is the definition of a SMERFE sales manager?
Well, in order to understand what a SMERFE sales manager is, we first need to know what the letters mean.
S = social
M = military
E = Education
R = Religious
F = Fraternal
E = Entertainment
Some basic examples of SMERFE Clientele that I would classify are:
Social: Family reunions, wedding groups, traveling sports teams, funerals
Military – Meetings, Programs, FEMA, Government
Education: events, conventions, non-profit organizations, seminars, tours and student trips
Religious – Conventions, Meetings, prayer groups
Fraternal – Schools, Colleges, Universities, Fraternities
Entertainment: entertainment groups, tours and trips
SMERFE Sales Managers need Personality.
A SMERFE sales manager must be kind, caring and dramatic. They are creative, fun and get along with everyone. They must be very patient and more forgiving than any other position. They are very different from a corporate group or transient corporate sales manager.
To be a good SMERFE sales manager, you need to develop a good relationship with your customers. Get to know them and find out what their needs are now and in the future. Always make them your first priority. Make them feel at home in your hotel.
Set up appointments with other Group Sales Managers, ask to meet with them and ask them to refer you to their inquiries and customers. It doesn’t always work, but if you don’t ask, you’ll never know.
Always introduce yourself as the Group Sales Manager. Ask if it would be beneficial for both of you to start a referral program. Who’s going to say no? Their titles are the same, making them equal in status, and any referrals you ultimately receive can only mean more business for your hotel.
Knowing what it means to be a SMERFE salesperson is your first step to make your hotel stand out from the rest.
