242: Selling Success: How Stephanie Glanzer Drives Excellence at MGM Resorts

January 21, 2025
242: Selling Success: How Stephanie Glanzer Drives Excellence at MGM Resorts

The Business of Meetings – Episode 242 – Selling Success: How Stephanie Glanzer Drives Excellence at MGM Resorts with Stephanie Glanzer

We are delighted to have one of the foremost industry leaders joining us today!

As the Chief Sales Officer and Senior Vice President of MGM Resorts International, Stephanie Glanzer holds one of the most prominent and visible sales positions imaginable. She is also involved with the U.S. Travel Association and is a member of Meeting Professionals International.

Stay tuned as Stephanie shares her unique perspective on leadership and industry trends.

Stephanie’s Journey

Even though her career with MGM Resorts began as a short-term plan, it turned into a 26-year-long journey for Stephanie. She started as a sales coordinator in Las Vegas in 1998, expecting to return to Boston after a year. Instead, she transitioned through several roles within MGM. Her journey included roles at Mirage, Bellagio, and City Center, eventually leading expansions at Mandalay Bay.

From Gaming to Global Entertainment

When Stephanie started in group sales 26 years ago, gaming revenue dominated. However, over the years, there has been a shift toward non-gaming attractions like fine dining, luxury accommodations, and top-tier entertainment. Las Vegas now hosts massive conventions and major sports events, including the Golden Knights hockey games and Raiders football matches. That evolution has created an unmatched destination where large-scale entertainment and business coexist.

Culture and Leadership 

The culture of MGM Resorts evolved as it merged with other companies. Developing and maintaining a cohesive company culture took years and required intentional efforts. Stephanie points out that culture cannot be built by simply checking boxes. It must be lived and reinforced through various programs, like the sabbatical initiative program offered by MGM, which encourages delegation and helps prepare team members to step into leadership roles.

Workforce Changes Post-Pandemic

The pandemic brought significant changes to the workforce, with over 50% turnover in the hospitality industry. Stephanie emphasizes the need to make hospitality attractive by showcasing the diverse available roles beyond traditional front-line jobs. MGM has improved its onboarding processes to ensure new hires feel welcomed and equipped for success. She acknowledges the challenges faced by smaller companies and new industry entrants but stresses the importance of empathy, collaboration, and building relationships to thrive in this evolving landscape.

Mental Health Support During the Pandemic

During the pandemic, conversations about mental health were essential, even though most people were hesitant to discuss it. So Stephanie initiated the You Are Not Alone webinar that featured various experts, including Dr. Sherry Walling.

Unique Experiences for Small Businesses

Stephanie explains that smaller groups, with less than 200 attendees, are predominant in Las Vegas. She encourages small business owners to leverage the expertise of hotel partners to create unique experiences rather than focusing only on logistics.

Client Communication

Business owners must engage with their clients to understand their challenges and desired outcomes. They should have conversations with clients that extend beyond logistical details to include their emotional and experiential goals for attendees.

Designing Meaningful Events

Stephanie explains that many impactful conversations happen outside formal sessions- during breaks or networking events. She stresses the importance of customizing event schedules to match the time constraints and energy levels of those attending.

Face-to-Face Meetings

Stephanie believes businesses often overlook the benefits of face-to-face interactions during trade shows and meetings, which can significantly enhance engagement and results.

The Impact of Economic Downturns

Stephanie navigates economic downturns by retaining the best talent, maintaining customer relationships, and increasing visibility.

Self-Care and Personal Priorities

Balancing professional responsibilities and personal life is essential. Stephanie explains that it is crucial to prioritize your well-being by learning to say no to some commitments without feeling guilty.

Executive Biography: 

Stephanie Glanzer, CMP, is the Chief Sales Officer and Senior Vice President for MGM Resorts International. In this role, she is responsible for the company’s overall sales strategy and operations comprised of group, industry relations, global sales, transient and luxury sales strategy as well as property operations including catering and convention services. Stephanie and her team oversee and manage more than 4 million square feet of meetings and convention space in Las Vegas and throughout the U.S., positioning MGM Resorts as a leader in destination events and entertainment.

Throughout her 26-year tenure with MGM Resorts, Stephanie has held a variety of executive sales positions including Vice President of Sales at Mandalay Bay where she provided strategic leadership and direction for the Hotel Sales department as well as Convention Services and Catering, with her teams overseeing more than 2 million square feet of convention and exhibit space.

Prior to Mandalay Bay, Stephanie was Vice President of Sales and Marketing at ARIA Resort & Casino where she was a member of the pre-opening team. Stephanie began her career with MGM Resorts International in 1998 at The Mirage in Leisure Sales. She moved on into various management and leadership sales positions at The Mirage and Bellagio as she evolved within the organization.

Stephanie earned degrees in Organizational Business and Sales and Marketing from Southern Methodist University in Dallas, TX. She sits on the Executive Boards of the Hospitality Sales & Marketing Association International and the U.S. Travel Association. She is a member of Meeting Professionals International, holds her Certified Meeting Professional (CMP) designation, and has a strong passion for public speaking and training, on contract negotiation. In her time away from work, she enjoys travel, live music, cooking, and spending time with her family.

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MGM Resorts International

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