A Career Shift from Community Engagement to Hospitality Sales
In hospitality, career paths are rarely linear—they evolve through experiences, challenges, and unexpected opportunities. Dena Hansen, Director of Sales at Comfort Inn & Suites Sanford, knows this firsthand. After years working in the Chamber of Commerce world, she made the leap into hotel sales, bringing a fresh perspective on business relationships and community engagement. While she loved helping local businesses connect and grow, she was eager to apply her skills in a more immediate and measurable way—one where she could directly contribute to revenue generation and guest experiences. Unlike her Chamber role, where she facilitated connections across an entire business community, hotel sales require a more targeted approach. Learning to position a single property as the perfect fit for a client’s unique needs has been an exciting challenge, and seeing the tangible results of those efforts has been incredibly rewarding.
Building Relationships, Not Just Bookings
For Dena, successful hotel sales aren’t just about filling rooms—they’re about fostering lasting connections. Her key strategy is simple yet powerful: listen first. Every traveler, group, or corporate client has different priorities, whether it’s convenience, comfort, or budget. By taking the time to truly understand their needs, she’s able to craft seamless, personalized experiences. When a guest feels valued beyond the transaction, they return. It’s those thoughtful touches, such as coordinating airport transportation or following up after a stay, that build trust and turn first-time guests into long-term partners.
The Energy of Hospitality Sales
The fast-paced, ever-changing nature of hospitality is what keeps Dena energized. No two days are the same, and that’s what she loves most. One moment, she’s working with a sports team to ensure their travel logistics run smoothly, and the next, she’s assisting a corporate group in securing the perfect accommodations. The variety of clients and challenges keeps her on her toes, constantly pushing her to think creatively about how to best meet their needs. Hospitality requires adaptability and quick problem-solving, and she thrives in that environment.
Standing Out in a Competitive Market
With competition always a factor in sales, Dena has learned how to set her hotel apart. When prospecting for Local Negotiated Rates (LNRs), she focuses on what makes her property unique—an airport shuttle service, complimentary breakfast, and a reputation for top-tier customer service. She understands that hospitality isn’t just about amenities; it’s about making guests feel welcomed, comfortable, and valued. Her ability to communicate that message effectively is what turns prospects into loyal clients.
A Leadership Approach Rooted in Gratitude
As a leader, Dena believes in starting each day with gratitude and treating everyone with kindness. This philosophy not only strengthens her relationships with clients but also builds a positive, motivated team. When employees feel valued, they’re more engaged, dedicated, and committed to delivering exceptional service. In sales, trust is everything, and she prioritizes genuine connections, celebrating client successes, offering meaningful solutions, and leading with authenticity.
Beyond Work: Travel, Running, and Jack the Goldendoodle
Outside of work, Dena embraces her love of travel, cherishing the experiences and memories made with her family along the way. She enjoys discovering new places, connecting with different cultures, and of course, indulging in great food.
When she’s not strategizing sales or planning her next getaway, you might find Dena at the finish line—she’s completed over 15 half marathons! Her dedication to running reflects her perseverance in both her personal and professional life. And at the end of a long day, she’s greeted by Jack, her goldendoodle, who brings energy, joy, and a little mischief to her home.
Looking Ahead
Dena’s transition from Chamber networking to hotel sales highlights how embracing change leads to growth. Her ability to build strong relationships, adapt to challenges, and lead with gratitude makes her an invaluable part of the Newport team. With her at the helm of sales in Sanford, success is not just on the horizon—it’s already in motion.
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