Despite the pandemic which threatened many travel companies with collapse, Royal Caribbean International pushed ahead with the professional development of its sales teams knowing this would build customer confidence and pay dividends when the upturn began.
Royal Caribbean is now completing a three-and-a-half year partnership with the Institute of Sales Professionals (ISP). Central to that is their coveted Investor in Sales status 2019-2021 which was awarded by the ISP for their commitment to ethical selling.
Grant Van Ulbrich, Director, Sales Transformation – International, said the partnership with the ISP, the focus on sales education and the work towards professionalising their international salesforce had been a game changer. He commented: “The methodology of selling in an ethical, accredited and recognised manner is of the utmost importance to our team and, of course, our customers.
“I’m proud to say that during the global pandemic, even though our ships were not sailing, we continued our investment in professional development and sales ethics. This was our highest priority because it was the best way to invest in our sales teams’ abilities to support our travel partners. We always strive to think of our partners’ needs in growing their own businesses, and sales ethics was at the heart of that. The Institute of Sales Professionals validates that relationship.
“We are so grateful to the ISP for the continued support and partnership.”
As Royal Caribbean International looks to the next phase of its development, its international sales teams will be renewing their professional registration by retaking the ISP’s ethical selling exam.
To remain on the Institute’s professional register, salespeople take a new exam every two years to make sure their sales knowledge and skills are kept up to date.
The exam is based on the ISP’s Fair framework. Under the programme, ISP members pledge to: Follow the rules; provide Appropriate solutions in the best interests of their customers, stakeholders and the organisations they work for; act with Integrity; and Raise the bar with continuing professional development.
Andrew Hough, ISP CEO said: “It’s been an incredibly challenging time for the travel industry and Royal Caribbean have shown, not only remarkable resilience but also forethought. They recognised that focusing on professional development would keep them relevant and would demonstrate to their customers that ethical selling was at the heart of the way they do business. Building that kind of trust is a priceless commodity and leads to long-lasting business relationships.
“Grant Ulbrich and his team deserve great praise for their hard work. We look forward to continuing our partnership with them, and wish them, and their business partners, every success for the future.”
To find out more about the ISP’s sales revolution and how it can inspire your sellers and transform your business, contact ISP chief executive, andrew.hough@the-isp.org.