hotel sales managers
How Should I Compensate My Sales Manager?
Leora H Lanz | October 4, 2017
By Leora H Lanz and Eydie Shapiro This is a very common question, and yet one which typically has a complicated answer. But should it? It's unfortunate that many hotels boast about how much money was spent on artwork decorating their lobbies and yet compensation increases for the sales managers who book business to their rooms are embarrassingly low. Sadly, the cost of living, the price of gas, and other expenses have increased, while, generally, the rate of pay increase has either stayed stagnant or has not kept up. Recently, we've been approached by a handful of different hotel owners asking for guidance on how to compensate the sales...
The Data That Can Help You Win More Group Business
Groups360 | September 12, 2017
Most hotel sales managers turn to comp spa treatments, elaborate F&B experiences and peppy follow-up calls to close group business. But the rise in group and meeting analytics is changing the game. Hotels are sharpening up and leveraging group business data to supercharge their conversions. Knowledge is indeed power and the right data can give your hotel a massive competitive advantage, as well as give you the right information to make smarter decisions. My colleagues and I are obsessed with data. And, we're enthusiastic about uncovering trends and surprising insight on groups, meetings and events that are not readily available....
Uncover the Best Sales Leads in a Pile of RFPs
Groups360 | August 15, 2017
Not converting as much group business as you expected to this year? Before you start pointing fingers at any particular sales manager, consider this: Your hotel may be receiving TOO MANY leads. Right now, hotel sales departments are drowning in RFPs – qualified or not. This is caused by meeting planners casting out a too wide a net for proposals and sending them to the inboxes of 10+ hotels that may or not be the best fit. As a result, sales managers spend a bulk of their prime selling hours sifting through this barrage of potential business simply trying to determine which are the BEST leads to pursue. Then, and only then, can th...
