Rajani Shahi

Manager - Sales & Marketing Saber

what are the main challenges you face in driving your team’s performance?

As a Sales Manager, I face several challenges in driving my team’s performance. One major hurdle is ensuring effective time management, which is crucial for overcoming obstacles in sales, particularly in prospecting. Sales reps often feel the pressure to convert ongoing leads in their pipeline while juggling other day-to-day activities, making it difficult to allocate dedicated time for prospecting.

Additionally, building self-confidence among team members is essential. Sales can be tough, and without a strong belief in their abilities, reps may struggle to reach their potential. Organizational skills also play a significant role; a lack of organization can lead to missed opportunities and decreased productivity.

Listening and problem-solving are foundational skills that are sometimes overlooked. Reps need to actively listen to their prospects and clients to understand their needs fully, which can be a challenge in a fast-paced environment.

To address these challenges, I emphasize the importance of setting daily, weekly, and monthly goals. This structured approach helps my team prioritize their tasks and manage their time effectively, ultimately driving better performance and results.

Looking back on your 20-year career, what achievement are you most proud of?

As the Sales Manager at Sabre Nepal, looking back on my 20-year career, I’m most proud of the professional recognition and awards I’ve received, which reflect not just my individual contributions but also the hard work and dedication of my entire team. Achieving top sales performance within our region is significant milestone that validated our collective efforts.

Additionally, overcoming personal and professional obstacles has shaped my journey. Early in my career, I faced challenges in building relationships with clients in a highly competitive market. Through persistence and a commitment to continuous learning, I developed my skills in communication and negotiation, which ultimately led to stronger client connections and long-term partnerships.

These experiences have not only enhanced my capabilities as a leader but have also inspired me to foster a culture of resilience and growth within my team. Seeing my colleagues thrive and achieve their own milestones is incredibly rewarding, and I’m proud to contribute to that success.

What unique challenges does the Nepalese market present for a global company like Sabre?

I encounter several unique challenges that the Nepalese market presents for a global company like ours.

One of the most significant challenges is political instability. Frequent changes in government and policy can create an unpredictable business environment, making it difficult for us to plan long-term strategies and maintain stable relationships with clients.

Another challenge involves attracting foreign and tourism investors. The political climate can deter investment, limiting opportunities for growth and collaboration in the travel sector. Potential investors often seek stability and predictability, which can be hard to guarantee here.

We also face a shortage of skilled manpower. The demand for skilled professionals in the travel technology sector often exceeds the local supply, making it challenging to build a strong, capable team that can drive our initiatives forward.

Additionally, airline counter sales present their own set of challenges. Many airlines prefer traditional sales methods, which can complicate our efforts to introduce more innovative, technology-driven solutions.

Despite these challenges, they also motivate us to adapt and find creative solutions that cater to the specific needs of the Nepalese market.

How do you see the future of the GDS industry in Nepal, and what role do you envision for Sabre in that future?

I see a bright future for the GDS industry in Nepal, driven by the inherent human desire to travel and explore. "Humans have always been on the move," and this fundamental truth will continue to shape the travel landscape.

Today, GDS systems like Sabre play a crucial role in global travel distribution. We provide essential technology services, such as airline information products and revenue management tools for hotels and airlines. Our GDS offers travel agent interfaces that seamlessly integrate travel companies into a comprehensive network, facilitating smoother transactions and enhanced customer experiences.

Looking ahead, I envision Sabre as a key player in the evolution of the travel industry in Nepal. As the demand for efficient hotel reservations, airline booking systems, and innovative web and mobile applications grows, our robust GDS solutions will be instrumental in meeting these needs.

The future of travel in Nepal will increasingly rely on large, complex databases and the ability to analyze and utilize data effectively. Sabre is well-positioned to lead this charge, helping local travel agents and businesses streamline their operations and improve their service offerings.

Sabre will continue to play a pivotal role in supporting the growth of the travel industry in Nepal, ensuring that we not only adapt to changes but also drive innovation and progress in the sector.

What advice would you give to young people starting their career in GDS sales?

My advice to young people starting their career in GDS sales would be to focus on building relationships and understanding your audience.

First and foremost, don’t shy away from reaching out to people who may not initially want to talk to you. This can be challenging, but persistence is key. Spend time making those connections; you’ll often find that these conversations can lead to valuable insights and opportunities down the line.

Before diving straight into selling, take the time to define your audience. Understand their needs, pain points, and what drives their decisions. This groundwork is crucial. The more you know about who you’re selling to, the better you can tailor your pitch and approach. It’s not just about having a great pitch; it’s about creating meaningful conversations that resonate with your prospects.

In summary, prioritize relationship-building and invest time in understanding your audience. These steps will set a solid foundation for a successful career in GDS sales and help you navigate the complexities of the industry effectively.

Overcoming personal and professional obstacles has shaped my journey. Early in my career, I faced challenges in building relationships with clients in a highly competitive market. Through persistence and a commitment to continuous learning, I developed my skills in communication and negotiation, which ultimately led to stronger client connections and long-term partnerships.