Sales Culture Rule 1: Link Incentives to Performance, but Look Beyond the Numbers.

“Even a broken clock is right twice a day.” No, really. It is. Airline industry sales, at most levels, are less incentive-driven than many other industries (at least in terms of commission as a proportion of overall salary). While I can’t tell you exactly why this is, I can hypothesize two theories.  Perhaps it has something […]

Sales Culture Rule 2: Segment to the Sector or Account Level, and Align Titles Accordingly.

“The achievements of an organization are the results of the combined effort of each individual.” If Vince Lombardi ran an airline, I sure as hell wouldn’t work for it. After all, if winning really isn’t everything, but the only thing, then there would be, well, one adequate airline in the world. And out of Singapore […]

Customer Engagement Strategy for the Airline Industry