White Paper: The New Hotel Sales Team
Developed in Partnership with HSMAI
The New Hotel Sales Team, created together with HSMAI, provides key insights into the changing sales roles between hotel management companies (HMCs) and owner groups to enhance new sales strategies. Through interviews with industry leaders, the white paper examines how sales teams are moving from an overreliance on inbound leads to a renewed commitment to hunting and data-driven selling, and how this affects the type of data that sales teams, management companies, and ownership groups need and how they use that data.
The focus of the paper includes three main topics:
- Hitting the Reset Button – Shifting business demands require a change in the sales dynamic — one that is rooted in proactive selling and will be necessary for teams to continue moving forward. Owners and management companies have had to think differently about how they sell and service, including structuring teams to focus on direct selling, rather than responding to inbound leads — a less effective use of their time. These changes are an opportunity for teams to hit the reset button and optimize business during the recovery and set hotels up for future growth.
- New Approaches, New Needs – To have meaningful conversations, HMC sales professionals need access to the right type of data about their potential customers. It’s no longer enough to assume that your sales deployment is right, or that business is automatically going to return to normal at some specific point in time.
- Future Forward – While HMCs and ownership groups will continue to add back personnel to their teams as post-pandemic booking and travel ramp up, strategies should not look the same as they did in 2019. Sales teams are going to be challenged to find efficiencies and cut out unproductive activities.
The new sales team is focused on direct selling, fulfills multiple functions across a tiered organization, and does not rely on inbound leads.
Download the white paper here to learn more!
