Born into a family of hospitality professionals, Salome Danjuma is currently the Sales Manager of the Wheatbaker Hotel, Ikoyi, Lagos. In this interview with Lucky Onoriode George, Publisher of African Travel Times Magazine bares how she eventually fell in love with the sector. Excerpts:
May we meet you?
I am a Swiss-trained hotel enthusiast with nine years of experience in the industry. After working in various departments in a hotel, I have learned to build great relationships and treat customers with the utmost care.
My passion for learning has made me explore different aspects of the hospitality industry, particularly in relationship management, sales, and marketing. I enjoy frequent travel and learning new things, particularly about myself. What can I say, I am a people person. I love making friends, which is how I ended up in the hospitality industry in the first place and love it!
Often times, I ask sales people in the hospitality industry, why chose the industry?
Born into a family of hospitality professionals, it was only natural that I would grow to become one of them. I did not plan to go into hospitality initially, and I thought I would be a doctor- look at me now. After completing my degree in Business Information systems, later an MSc in Hotel Management and receiving some exposure in Sales and Marketing, I was ready to put my passion into practice.
But how did I get from there to here? While many of us might credit our career paths to fate, I believe it was the people around me that inspired me to become a part of their world. While every day may not be glamorous for everyone involved in the hospitality industry, for me it is all about helping others enjoy their stay in the most Iconic hotel in town, The Wheatbaker. In hindsight, I cannot imagine doing anything else.
Could it be the glamour or what?
If you asked me 10 years ago what I’d be doing now, I never would have guessed I’d be working in hospitality. It’s a weird industry that often makes no sense, but it’s also incredibly fun and rewarding. I tried to become a doctor, lawyer, engineer- I was a bit all over the place, but instead ended up in hospitality. My apologies to my parents! I changed my mind a lot.
My love of hospitality didn’t come overnight. I had to meet the right people, do the right things, and look in the right places. Of course, that isn’t easy. I am the product of a lot of mentors who guided me and helped me stay the course. I mean to do well in this industry you must be willing to help out and put in the work.
Are you comfortable making cold calls?
I’m extremely friendly and always have my guest’s best interests in mind. I am great at building relationships through listening and understanding their specific needs. In sales, it is about understanding what your customer wants, then guiding them to the right product line for them – a lesson I learned from my mum.
Have you consistently met your sales goals?
Absolutely, being that I am proactive, always looking ahead. I can assess my performance and begin to adjust my tactics to arrive at our goals that align with the overall business strategy of the hotel. I choose to see every opportunity as a growth opportunity. The most successful people have grit, a strong work ethic, and are not afraid of rejection.
What motivates you?
I wake up every morning with my biggest motivation and source of power, my daughter. It is a joy like no other to be a parent and I am determined not to let her down. It is the hope of seeing my daughter’s smile and watching her grow up to be the most amazing young lady.
How did you land your most successful sale?
Sales are all about relationships. The only way to build a relationship is to be genuinely interested in someone and their problems. You cannot fake. I just love talking with people and learning about everything they do.
How would your colleagues describe you?
I am a straight forward kind of person and I love having fun. I am a team player who likes to believe in the best of others. The best part about working with me is that I can be a bit of a prankster. When we are all work and no play, people get tired, cranky, and irritable. That is when you do not have a good time at work. I am all for balance.
Before this job, how much do you know about the hospitality sector?
I was always aware of the industry and exposed to it. My fondest childhood memories revolve around Sunday lunches at hotels or restaurants after church. My parents moved around a lot, as a result, I was exposed to a lot of things but loved hotels the most because it was an escape from home, who does not like room service? I have always been a foodie, but I loved hotel amenities- I still do. So yes, if I go to a hotel, I am taking all my guest’s supplies.
What are your long-term career goals?
My long-term career goal is to design and build hotels in Nigeria. I would love to be involved in a beach resort because I love what they offer with respect to amenities and ambiance. I can see it already, beachfront property as a general manager. Beaches and palm trees, sand, and ocean, what more could I wish for?
What interests you most about this sales position?
Learning, I have always been an avid learner. I love to know new things and quirky facts and this role provide me opportunities to learn.
What makes you a good salesperson?
A great listener. If you listen well enough you can tell if you offer what they want, or if you can identify a need they did not currently recognise.
At what point do you stop working with a potential client?
When I know we cannot solve the guest’s needs. I try to find an alternative. There is no need to bother someone who sees no value in the hotel’s service. Instead, I channel my energies into looking for clients for whom I am more suited to solving their needs.
How long have been working with the Wheatbaker Hotel?
Five years in total.
What’s your least favourite part of the sales process?
Report writing and rejections.
How have you been handling sour sales deals?
Learn from it. There is no point crying over spilled milk. We do our best to maintain relationships but ultimately, sometimes things do not work out. Learning and growing from it is very important.
What makes Wheatbaker Hotel special?
The people, Wheatbaker has a very helpful and experienced team, they are simply one of the best people to be around and I am thankful to have had the opportunity of working with them. The Culture is genuine.
Do you have any regret working in a hotel?
Never, it has shaped me and given me tools that are applicable in every aspect of life. I would not lie, I have had my moments of doubt, but overall, I am grateful for all the experiences I have had.
How would you rate the hospitality sector in Nigeria?
It has so much potential, but power and transportation are lacking making it difficult. Nigeria is blessed with unique culture and language that make it a memorable hospitality destination. The food scene is seeing young, fresh ideas and refined execution of our cuisine. With adequate infrastructure advancement, Nigeria would have the most exciting, innovative destination ever seen. I am excited by the innovations in our food and beverage. Especially when we leverage the acceleration of technology. I believe it is still in its infancy, but there are so many opportunities.
What is your opinion of the travel and tourism industry?
I believe in the ability of the Travel and Tourism industry to transform a nation. I can reference the UAE. With its visionary leadership, they have been able to create a destination that rivals most in the world. Nigeria has the potential with its human and natural resources, we can take advantage of our music, movie, and tech industries, and provide a diverse range of jobs for the growing young population of Nigeria.
Nigeria could create something very special in West Africa and the world.
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