Wyndham Vacation Ownership - Field Sales Team of the Year
Company: Wyndham Vacation Ownership, Orlando, FL
Company Description: Wyndham Vacation Ownership is the world’s largest vacation ownership business and has developed or acquired 219 vacation ownership resorts in North America, the Caribbean and the South Pacific, representing approximately 24,000 individual vacation ownership units and nearly 900,000 owners. Headquartered in Orlando, FL, the company is supported by approximately 18,000 associates globally.
Nomination Category: Sales Awards Team Categories
Nomination Sub Category: Field Sales Team of the Year
Nomination Title: Specialist Presenter Team, Wyndham Vacation Ownership
Tell the story about what this nominated team achieved since the beginning of July 2016 (up to 650 words). Focus on specific accomplishments, and relate these accomplishments to past performance or industry norms. Be sure to mention obstacles overcome, innovations or discoveries made, and outcomes: TEXT REDACTED FOR PUBLICATION
This specialized sales team is a carefully selected group of associates who have proven they have what it takes to provide a better guest experience through a unique sales approach. This sales team has deconstructed the hard sell and turned it into a festive event by presenting their product in a fun and interactive group setting for prospective new owners and existing owners.
Presented as Owner Workshops, these gatherings provide a more relaxed environment where guests get to interact with both their presenter and other existing owners. The sales presentation content is offered in a multimedia format on a digital touchscreen, making the experience an interactive one that invites participation without any intimidation. Owners and guests literally have a hands-on experience. New guests get to navigate through vacation properties while listening to existing owners comment about their favorite destinations. Knowledgeable owners give their input on expertly utilizing their weeks and credits for maximum vacation benefits. Conversation flows, laughter erupts, information is easily exchanged, and any tension that might be present in a typical timeshare presentation dissipates because the specialized presenter team running this workshop has been trained to create an environment of fun, sharing, inclusiveness, and integrity.
This sales team represents a unique hybrid in the vacation ownership world. Not only do they each have to carry the skillset of a specialized presenter conducting presentations, but they are also taking their own tours and managing the sales tables whenever possible. They are performers, ambassadors, and information officers, along with being sales representatives.
The goal of this team is to deliver a world class sales experience that is second to none for every owner and guest. By providing a sales presentation experience unlike any other typical to timeshare, they confidently grow the owner base.
This sales team turns the typical presentation on its ear by facilitating a fun and playful gathering where ideas are exchanged, information is freely shared, all questions are answered, and having a good time is the first order of the day. It’s a softer — and ultimately more effective — sell.
Each presenter in the team is selected by an audition process, where their suitability for the role is assessed before being selected to attend presenter training. There they learn how to effectively deliver consistent and compliant presentations, while actively engaging the audience for maximum effectiveness.
The team has been able to provide a lift in performance for all sales associates, whether new to the company or highly experienced.