operationsHospitalityNet··1 min·For: GM, Owner, Revenue, Marketing, Investor
The Mystification of Hotel Sales Strategies
Industry expert Doug Kennedy argues that hotel GMs often fail to effectively manage sales teams by focusing on revenue goals instead of the daily activities that drive them.
Key Takeaways
- 1Shift focus from lag indicators like 'business on the books' to lead indicators that track daily sales activities and habits.
- 2Scrutinize lead response quality rather than just quantity to ensure sales teams are actually closing high-potential revenue during market shifts.
- 3Avoid over-reliance on automated sales tech platforms which can 'mystify' the sales process and distance GMs from actual performance metrics.
Source: HospitalityNet
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