Hotel management company sales and marketing executives recently gathered to share their insights and experiences on sales productivity and return on investment (ROI) during a recent virtual HSMAI Hotel Management Company Sales & Marketing Executive Roundtable.
We have all discussed the need for recruiting, retention, career development, breaking down the silos, and keeping teams motivated while avoiding burnout. Compensation is just one critical piece of the puzzle. Recently the Sales Advisory Board got together to discuss the evolution of incentives for sales teams while driving desired results and keeping teams motivated.
Participants at HSMAI’s recent Global Curate event brainstormed dozens of KPIs for the post-pandemic hospitality market. We share them below — along with insights and analysis from HSMAI’s KPI Workgroup.
As hotels bring back sales teams, it’s more important than ever to measure the things that matter most to business recovery. HSMAI’s Sales Advisory Board suggests the following metrics to track at the property level to ensure sales is delivering effective, efficient, and measurable outcomes.
Sheila Hession, executive director of sales at MGM National Harbor in National Harbor, Maryland, spoke with HSMAI about her story of recovery, her plans for the upcoming year, and some insight into who she is.
During a Recovery Connections session on Nov. 4 – part of HSMAI’s Road to Recovery 2020 program, ZS’s Kunal Shah presented on “The Metrics That Matter.”
HSMAI hosted a virtual Executive Roundtable for hospitality chief sales officers in partnership with Clairvoyix, STR, and ZS on Oct 8. Here are key takeaways from the group’s discussion.
One of the biggest shifts in sales brought about by the pandemic is the increase in salespeople representing multiple hotels and working off-property. HSMAI’s Sales Advisory Board (SAB) shares the pros and cons of this sales model as well as their personal experiences.
At HSMAI’s Sales Leader Forum on Nov. 5–6, Dr. Kelly McGuire, principal with McRevenue LLC, presented a breakout session on “Data and Analytics for Sales Leaders.” Here is the third of four key takeaways.
Sales incentive plans should be limited to three metrics, according to a new HSMAI Special Report.
Take a deep dive into the state of hospitality incentives in a new HSMAI Special Report: Hotel Management Company Sales Incentive Plans, released by HSMAI and ZS to discover key findings…
New research from HSMAI and ZS Associates presented at HSMAI’s Hotel Management Company (HMC) Sales & Marketing Executive Roundtable in May studies the sales incentive plans for 39 different HMCs. HSMAI’s Sales Advisory Board (SAB) discussed the key findings on a recent call.
This checklist can be used by hotel sales leaders, general managers, HR professionals, and others to assess the skills and knowledge required to perform the role of Sales Manager — as well as key behaviors and abilities that contribute to strong performance in this role.
This checklist* can be used by sales leaders, general managers, HR professionals, and others to assess the skills and knowledge required to perform the role of Sales Leader, and the key…
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