AIRticulate

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 […]

(Aside: What Hiring Managers can Learn from a 7-Foot Nigerian…)

Building on my previous post, the fact is that our industry needs a wave of innovative, spirited young talent. There will always be people passionate about the airline industry, and the doors to the world that working here gives us. Unfortunately, our industry’s leaders–and not necessarily top leaders, but perhaps more middle management–often fail to understand that […]

Sales Culture Rule 5: Experience is for the Dinosaurs.

“If you’re a gifted flirt, talking about the price of eggs will do as well as any other subject.” Experience is overrated. Yes, I said it. Nice way to start a blog, right?  Come across as some brash know-it-all who can’t seem to find a hat big enough to cover his head? Hardly. Let me […]

Customer Engagement Strategy for the Airline Industry

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