In B2B Solution Sales, Not Fearing Rejection Is Everything

interviewee/ Plus Biz Team, Sunny

interviewer/ Content Team, Rachel

ONDA is a B2B solution that sits between accommodation operators and OTAs, brokering sales and providing property management systems (PMS). Our flagship products include Pension Plus for small and midsize properties like pensions and pool villas, and Hotel Plus for hotels.

We sat down with the Pension Plus Biz team — the group working to make sure small lodging operators never lose sleep over bookings or revenue again.

Q. Hi! Tell us about the Plus Biz team and yourself, Sunny :)

I'm Sunny (Bang Hye-sun), team lead for the Plus Biz team in the Pension division.

I joined ONDA in 2016 as Sales and have been here for eight years. These days I'm not just a sales specialist — I lead the team.

Q. What does the Plus Biz team actually do?

Plus Biz is made up of three functions: Sales, Operations, and Growth.

Sales introduces property owners to Pension Plus and gets them onboarded*. Operations handles customer support, education, and questions from onboarded properties.

We've been Sales- and Operations-driven for almost seven years. Growth is the new kid on the block. They build data-driven hypotheses, test them, and run promotions to help properties sell better.

For example, different regions and platforms perform differently. We analyze the data and recommend the right channels and pricing for each property.

*Onboarding: Usually refers to new employee orientation. Here, it's the process of helping new customers (property owners) get started and comfortable with the service (Pension Plus).

Q. Pension Plus has been around since day one at ONDA. What is it?

Pension Plus is a reservation management program for small lodging businesses like pensions and pool villas. Beyond easy booking management, it offers the ONDA HUB service (formerly GDS), which connects properties to over 40 sales channels — Naver, 11th Street, Airbnb, and more.

Sure, competitors exist. But ONDA HUB's channel count is unmatched. Since distribution brokerage is core to our business, we've integrated with over 40 platforms — including global ones like Agoda and Airbnb — which opens the door to inbound travelers. And lately, even domestic travelers are booking through global OTAs.

Most people think of overseas OTA integrations as just syncing inventory and pricing through a channel manager. ONDA HUB goes further — we sync photos and descriptions too, so even property owners in their 50s and 60s who struggle with online sales can easily list on multiple sites.

Last December we partnered with Marriott International's premium home rental platform, Homes and Villas by Marriott Bonvoy. Basically, Marriott Bonvoy members can now book quality pool villas and homes through that platform. We'll keep adding new channels beyond the usual suspects to drive more traffic.

💡_Tip. Want to learn more about Pension Plus?_

Q. What are the team's goals this year?

Above all, growing the number of properties using Pension Plus and driving up transaction volume. We're aiming to almost double the property count.

Now that the Growth team is up and running, they're proposing data-backed ways to boost revenue. Once you meet Pension Plus, all your worries — from reservation management to revenue growth — go away. We're confident about that.

Q. Any team culture perks worth bragging about?

It's incredibly flat. (Though I should ask the team if they agree. 😂)

We're all around the same age, so there's no hesitation in communication. That's our biggest strength. And everyone hits their targets so well that as team lead, I don't have much to critique. We joke that everyone operates like a solo entrepreneur — they own their work, and honestly, I learn from them.

Q. What kind of person would thrive on the Plus Biz team?

First, someone who communicates well with the team. Someone who admits when they don't know something, and who doubles down to master what they do know.

For Sales especially, you can't be afraid of rejection. That was the hardest part for me early on — 80–90% of our work is phone sales, and most people hang up without hearing you out.

But if you fear rejection, you can't do sales. You need to think, "They didn't reject me, they rejected the company." Mental toughness and resilience are critical for this role.

Q. When do your Sales hires feel the most rewarded and accomplished?

Hitting your property contract target, obviously. And growing your scope over time builds confidence and a sense of achievement.

One team member joined as a Sales newbie two years ago. Since you need a sales foundation to expand into other work, she spent her first year focused on hitting targets. She crushed them. Now she's taken on pension website development. After a two-month test last year proved the business case, she confidently moved into new property acquisition and onboarding through website builds.

Some people think, "Can I really do this as a newbie?" But I actually think new hires grow the most.

ONDA is a B2B solution, which means it's the only place where you get to understand over 40 different B2C sales platforms. Not just commissions and policies — the nature and quirks of social commerce, open markets, you name it. Knowing that alone is an asset.

Q. Any final words for future Plus Biz team members?

The Plus Biz team gives you autonomy — and with that comes responsibility and authority. Everyone on the team works with accountability and confidence, which is why we can have such a flat, open culture.

If you take ownership of your work and have confidence in what you do, you'll learn a ton and grow fast at ONDA. 😎