Unlocking success: a journey in holiday home sales with Tich McNulty

As a Sales Manager, Tich wears many hats. From coaching his team to navigating market challenges, his role demands both strategic acumen and people skills. Tich emphasises the importance of continuous training and development for his team, ensuring they're equipped to meet sales targets while maintaining financial prudence. Reflecting on the past year, Tich acknowledges the resilience required to overcome the challenges posed by external factors, such as the cost-of-living crisis, highlighting the adaptability essential in his line of work.

Can you share with us your initial journey into Parkdean Resorts? What drew you to the position at the time and the company?

When I first started in the holiday park industry I worked as a Security Officer. One day I was asked by the Sales Manager at the time If I’d be interested in moving into sales… I gave it a good go and after selling my first ever holiday home, the rest was history!

When I joined Parkdean Resorts a bit later in 2016, I was drawn to the role and Parkdean Resorts in particular as they offered up the chance for progression and development in my sales career. It was my first Sales Manager role, and I was able to take this up on a great holiday park, Sandylands.

What are some of the key responsibilities and challenges you face in your role as a Holiday Home Sales Manager at Parkdean Resorts?

Coaching the team is a big one! I’ve been in the industry for so long and people approach me for help and support. I think you should always be training and developing your team. One-to-ones are important. I think a big part of the role is being commercially minded. Not only do we need to manage stock and be on top of our finances, but we also need to make sure we’re achieving the big one! Which is, of course, hitting those sales targets. 

Last year offered up a number of challenges. Me and the team saw the direct impact the cost-of-living crisis had on potential buyers, and we had to adapt to that market. The year required real resilience and my team, who are all fairly young, really had to dig deep for those leads in comparison to previous years. 

What motivated you to return to Parkdean Resorts after your time away? Was there something about the company culture or opportunities that drew you back?

I would say the support system and honesty that you can come to expect at Parkdean Resorts is what motivated me to return. I resonate with Parkdean Resorts’ core values, and I really believe in them. When someone tells me something in this business, I believe them, and I trust them to tell me what I need to know.

How did your previous experience at Parkdean Resorts inform your approach and strategies upon your return as a Holiday Home Sales Manager?

In the caravan industry, sometimes work-life balance can be a challenge and this is what attracted me back to Parkdean amongst other things. Since returning, I make sure I completely switch off when I leave park and I believe this enables me to be a better Sales Manager. I spent a period of time in hospital with a serious health scare and it was a real eye-opener for me to take better care of myself, physically and mentally. 

Can you share a specific success story or accomplishment at Parkdean Resorts that you are particularly proud of?

My proudest achievements are always coaching Sales Advisors and witnessing them progress and develop into Sales Managers. Robert originally joined us here as an Advisor where he got trained, and now he’s Sales Manager at Sundrum Holiday Park – it’s great to see. 

The part I take most pride in is recruiting people who have never sold a caravan in their life, and then training and coaching them into fantastic sales professionals. This job can change people’s lives, without a doubt - the money and commission you can make is a game changer. But we also change our owners’ lives by facilitating their dreams of owning a holiday home. We have owners on park that have been here for years and years, and it’s rewarding to know you’ve been a part of that journey with them.  

What advice would you offer to individuals considering a career in sales at Parkdean Resorts before making such a decision?

We really are industry leaders and the support infrastructure here is far better than It has ever been. The opportunities really are endless if you share the same values with endless opportunities for progression and growth. My best advice, and I say this to everyone in sales, is to sell to a customer as if you’re both going to be here on park for the next 5 years. Sell with integrity and do right by the customer - always.