Hotel Sales Is High-Touch: Are You Under-Resourced to Compete?

Rick Blackburn | August 15, 2024

As we begin to ask questions specific to the hotel sales team – their strategy, tactics, sales initiatives, business development, client engagement, etc – it becomes quite apparent how “high-touch” the sales discipline is in today’s environment which often includes reduced staffing, loss of legacy talent, and the increased absence of training and corporate resources. The majority of my hospitality clients are franchise hotels, independents, smaller hotel brands, and destination marketing organizations (DMOs, or convention & visitors bureaus). Interestingly enough, the challenges and “pain points” are consistent in all o...