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  • Member Login | Cornerstone Club | Cornerstone People Solutions
    Login Please enter your email address and password below to log in Email address Password Forgotten your password Imagine a club just for the travel industry that not only converts more sales but grows your overall business Well we didn t just imagine it we made it Home About Us Our Services Cornerstone Club Blog Contact Us Privacy Policy Terms Conditions Web Workshops Training Services Online Surveys Resources Marketing Services

    Original URL path: https://www.cornerstoneps.com.au/cornerstone-club/member-login (2016-02-12)
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  • Attendee Registration | Working with the Net - Dealing with Travel Shoppers | Web Workshops | Our Services | Cornerstone People Solutions
    Qualifications Working with the Net Dealing with Travel Shoppers Please enter the names and email address of the attendees below First name Last name Email address Add Attendee Did you know We can now provide you with the opportunity to gain Govt funded industry recognised qualifications by partnering with William Angliss Institute Home About Us Our Services Cornerstone Club Blog Contact Us Privacy Policy Terms Conditions Web Workshops Training Services

    Original URL path: http://www.cornerstoneps.com.au/our-services/web-workshops/453-working-with-the-net-dealing-with-travel-shoppers/registration (2016-02-12)
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  • Attendee Registration | Overcoming Objections - Simple ways to turn 'NO' into 'YES PLEASE' | Web Workshops | Our Services | Cornerstone People Solutions
    Overcoming Objections Simple ways to turn NO into YES PLEASE Please enter the names and email address of the attendees below First name Last name Email address Add Attendee Did you know We can now provide you with the opportunity to gain Govt funded industry recognised qualifications by partnering with William Angliss Institute Home About Us Our Services Cornerstone Club Blog Contact Us Privacy Policy Terms Conditions Web Workshops Training

    Original URL path: http://www.cornerstoneps.com.au/our-services/web-workshops/455-overcoming-objections-simple-ways-to-turn-no-into-yes-please/registration (2016-02-12)
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  • Online Performance Indicator - Retail | April Test
    increased when you consistently follow a set sales process There are 6 steps to Cornerstone s Retail TRAVEL process plus checking in and the summary of your results is presented below Sales Ability Score Turn on 84 Relationship building 86 Ask questions 90 Valuable product offering 82 Check in 82 Explain the booking process 82 Lock it in 78 Sales Ability Strengths Out of questions rated in relation to your sales ability the following 5 were revealed as your top strengths Strength Section Score Record every new enquiry so that conversion rate can be measured Turn on 10 Create a relaxed and positive environment for selling Relationship building 10 Ask questions that are conversational and not an interrogation Ask questions 10 The right level of detail in quotes and invoices allowing teammates to make sense of them in your absence Productivity 10 Appropriate knowledge and use of agency software Productivity 10 Sales Ability Areas for Improvement Out of questions rated in relation to your sales ability the following 5 were revealed as your top areas for improvement Area for improvement Section Score Ask the question What research have you done already Sales approach 4 There is a natural flow that you ask for the booking after explaining the booking process Lock it in 5 Explain benefit of booking with your business without being prompted Sales approach 6 Follow company sales process on all new enquiries Sales approach 6 You only explain the booking process when you are confident that your product offering best meets their needs Explain the booking process 6 Product Confidence Findings Clients like to buy from experts in their field and in travel that means having the confidence to research and present a product that has perceived value to the client It is not about knowing every detail of every destination but having the ability to question effectively match product to needs and clearly articulate your reasoning With so many options available to the client a sales person s product confidence will be a driver in their decision making process Summary There are seven critical criteria related to product confidence Your rating for each of them is as follows Product Confidence Score Select the best product solution 58 Selling the product solution 62 Product confidence 62 Product knowledge 56 Upselling ability 62 Company knowledge 62 Industry awareness 54 Product Confidence Strengths Out of questions rated in relation to your product confidence the following 9 were revealed as your top strengths Strength Section Score Explain why your product solution best meets their needs Selling the product solution 8 Consider value for money when selling product options Upselling ability 8 Use teammates to help with product selection if and when necessary Select the best product solution 8 Verbally communicates the product solution Selling the product solution 7 Produces product and pricing options on the spot Product confidence 7 Answer product questions with confidence and ease Product confidence 7 Resourceful in research information that will wow the client Product confidence

    Original URL path: http://www.cornerstoneps.com.au/our-services/sample-reports/online-performance-indicator-retail.htm (2016-02-12)
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  • Online Performance Indicator - Corporate | Jessica Test
    is as follows Relationship Management Score Connected 88 Organised 88 Reliable 80 Proactive 78 Owner 95 Respected 63 Ambassador 88 Team Player 78 Effective Communicator 86 Phone Communication 83 Email Communication 80 Relationship Management Strengths Out of questions rated in relation to your relationship management the following 6 were revealed as your top strengths Strength Section Score Have a planned strategy regarding contacting clients and wowing them e g taking them to events Connected 10 Can answer queries regarding bookings quickly and easily Organised 10 Own the client not leave it to a CRM or BDM to manage the relationship Owner 10 Understand the value of a corporate account no matter its size Owner 10 Articulate self clearly and fluently Effective Communicator 10 Use templates for frequently used responses Email Communication 10 Relationship Management Areas for Improvement Out of questions rated in relation to your relationship management the following 9 were revealed as your top areas for improvement Area for improvement Section Score Deal positively with any type of objection throughout the booking Respected 4 Ask the question What research have you done already Sales Approach 6 Proactive with updates regarding the status of the booking Proactive 6 Add a personal element to email communication show understanding of the client Email Communication 6 Clear mind mentally present when communicating with accounts Organised 7 Can be trusted to do what is said will be done when it s said it will be done Reliable 7 Timely in documentation distribution Reliable 7 Appropriate dress and personal presentation Respected 7 Respected by teammates colleagues in relation to performance Respected 7 Product Knowledge and Usage Findings Summary There are seven critical criteria related to product knowledge and usage Your rating for each of them is as follows Product Knowledge and Usage Score Corporate account knowledge 60 Business travel knowledge 54 Presenting benefits to the corporate traveller 62 Preferred knowledge 58 Upselling ability 62 Own company knowledge 60 Industry knowledge 62 Product Knowledge and Usage Strengths Out of questions rated in relation to your product knowledge and usage the following 8 were revealed as your top strengths Strength Section Score Member of industry specific clubs or organisations Industry knowledge 8 Appreciates our preferred supplier relationships and sells when appropriate Preferred knowledge 8 Confidently recommend and sell extras that will improve the traveller experience and increase business profit Upselling ability 8 Keep abreast of company changes that may influence travel within their business Corporate account knowledge 7 Keep a systemised and orderly record of client profiles for each account Corporate account knowledge 7 Demonstrare expertise in business travel when presenting product solution Business travel knowledge 7 Regularly translate product features into real benefits for the traveller Presenting benefits to the corporate traveller 7 Instil confidence in the product when making recommendations to clients Presenting benefits to the corporate traveller 7 Product Knowledge and Usage Areas for Improvement Out of questions rated in relation to your product knowledge and usage the following 9 were revealed as your

    Original URL path: http://www.cornerstoneps.com.au/our-services/sample-reports/online-performance-indicator-corporate.htm (2016-02-12)
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  • Online Performance Indicator - Wholesale | Jessica Test
    with your business without being prompted Sales Approach 9 Appropriate dress and personal presentation Welcoming Environment 9 Accurate and timely invoicing Agent Correspondence Liaise Proactively and Excellent Documentation 9 Create itineraries that meet the expectations of the business Agent Correspondence Liaise Proactively and Excellent Documentation 9 Proactive with updates to agents regarding the status of the booking Agent Correspondence Liaise Proactively and Excellent Documentation 9 Accurate with documentation preparation Include everything according to company standards Agent Correspondence Liaise Proactively and Excellent Documentation 9 Sales Ability Areas for Improvement Out of questions rated in relation to your sales ability the following 9 were revealed as your top areas for improvement Area for improvement Section Score Help the agent to discover the advantages of the suggested product and how they can best pass on this information to clients Logical Product Offering 4 Work towards a FAB outcome follow up call appointment or booking with every enquiry Sales Approach 5 Prioritise giving the client product and price information on first encounter ie not sending them away Sales Approach 5 Adapt well to a wide range of travel agent behaviours Harbour Relationships 5 Ask enough of the right questions before offering a solution Obtain Information 5 Ask enough of the right questions to be able to build a clear picture about the traveller s needs in relation to the agent s request not just an order taker Obtain Information 5 Ask questions to clarify that the product requested by the agent meets the needs of the traveller Obtain Information 5 Listen for necessities preferences and feelings during the consultation Obtain Information 5 Not talk or interrupt while the agent is talking Obtain Information 5 Product Confidence Findings Clients like to buy from experts in their field and in travel that means having the confidence to research and present a product that has perceived value to the client It is not about knowing every detail of every destination but having the ability to question effectively match product to needs and clearly articulate your reasoning With so many options available to the client a sales person s product confidence will be a driver in their decision making process Summary There are seven critical criteria related to product confidence Your rating for each of them is as follows Product Confidence Score Select the best product solution 54 Selling the product solution 40 Product confidence 52 Product knowledge 70 Upselling ability 76 Company knowledge 80 Industry awareness 88 Product Confidence Strengths Out of questions rated in relation to your product confidence the following 6 were revealed as your top strengths Strength Section Score Research and suggest upgrade options For example better room type or private transfers Upselling ability 9 Show pride in and respect for the company philosophies values and mission statement when selling Company knowledge 9 Show interest in travel industry as a whole Industry awareness 9 Member of industry specific clubs or organisations Industry awareness 9 Build and maintain effective relationships with reps and suppliers Industry

    Original URL path: http://www.cornerstoneps.com.au/our-services/sample-reports/online-performance-indicator-wholesale.htm (2016-02-12)
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  • Online Staff Satisfaction Assessment | Test Travel - Rachael Test
    to succeed in their role balanced with enough structure and guidelines to feel safe and know what is expected of them Each blue dot below represents the individual scores of the people within your organisation and the green dot is the overall business average score Your ideal position is 100 on the Y axis which would indicate that your people are 100 clear about what is expected of them 0 on the X axis which would indicate that there is perfect balance between providing freedom and a framework Points to note Scoring well on clarity the Y axis means that people know what is expected of them in relation to Company values what does your business stand for Results what constitutes success for the team and for individuals Operational Systems and Processes what operational aspects are non negotiable Behavioural Expectations what behaviours do you want to see more of and less of Individual Roles and Responsibilities usually their position description The higher your percentage in framework the more rigid and perhaps stifling your people perceive your business The higher your percentage in freedom the more loose and perhaps slack your people perceive your business Scoring at 0 on the X axis should be your aim This means that you have struck a balance where people know exactly what is expected of them understand and value those expectations and rules and then are left to get on with their job Report Summary Area Score Leadership Approach 78 Communication 67 Staff Development 48 Motivation and inspiration 67 Leadership Approach Question Score My leader takes responsibility for poor results even if individual team members may be to blame 71 My leader is good at recognising people other than themselves for business success 74 My leader relies principally on inspired standards for best practise leading by example 75 My leader is ambitious first and foremost for the company not for themselves 80 My leader is working beyond the day to day operations to build something for tomorrow 83 My leader is driven by our team producing sustained results 83 Communication Question Score I can be bothered to share my concerns if and when the need arises 60 The one on one time with my leader focuses on my role and how I could improve 63 I can trust my leader s to listen and engage with me 65 When we work on the business the communication between the team is effective 69 My manager communicates well with all types of people 69 The future business strategy is communicated effectively 79 Staff Development Question Score I feel my manager discusses options rather than tells me what to do 41 I feel I have input into my improvement plans 41 My manager personalises my development based on current circumstance 46 My manager has good follow up with matters relating to my development 53 My manager is good at raising the bar and challenging me to reach new heights 53 After a one on one meeting I

    Original URL path: http://www.cornerstoneps.com.au/our-services/sample-reports/online-staff-satisfaction-assessment.htm (2016-02-12)
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  • Do you measure your consultants' productivity? | Blog | Cornerstone People Solutions
    themselves quite comfortably without much formal measurement or accountability for results for those businesses keen to grow the momentum it can create it becomes essential Knowing how the different individuals in your business are performing is valuable information to help with the following crucial business aspects Understanding your sales mix Which are your biggest selling destinations What products do you sell the most of Are certain consultants selling more of one thing Are you reaching your preferred sales arrangements Meaningful consultant development Team members gain an insight into their strengths and weaknesses as a sales consultant Managers can use the data to create meaningful development plans Financial success Poor performers cannot fly under the radar and keep getting paid for poor performance Team Morale When you measure your performance you can tie it easily to goal setting People like to be part of a winning team and measuring success gives you something to celebrate What to measure One of the key challenges with performance management is selecting what to measure The priority here is to focus on quantifiable factors that are clearly linked to the drivers of success in your travel business Bear in mind that quantifiable is not the same as financial While financial measures of performance are among the most widely used nonfinancial measures can be just as important Traditionally travel businesses were interested in measuring the amount of walk ins versus the amount of phone enquiry and whether the enquiry was converted on the second or third follow up call These days have long gone and the measurements are now far more robust and meaningful For example if your business succeeds or fails based on the travel consultant s quote turnaround time how often they ask for the booking or how often they give a written quote

    Original URL path: http://www.cornerstoneps.com.au/blog/2014/11/25-do-you-measure-your-consultants-productivity (2016-02-12)
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