Showing items in the "Sales Measurement" category

Sales Metrics for ROI & Recovery in 2021

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.

Should We Move Toward Centralized Sales Departments?

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.

Data & Analytics for Sales Leaders: Tips for Success

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.

New Incentive Plan Research Yields Varying Results

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.

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