Readjusting Goals and Other Priorities for Hotel CSOs
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.
Showing Items with Sales Measurement Category
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.
Sales Incentive Plan Metrics
Sales incentive plans should be limited to three metrics, according to a new HSMAI Special Report.
HSMAI Special Report: Hotel Management Company Sales Incentive Plans
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 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.
Competencies Checklist for Hotel Sales Managers
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…
Competencies Checklist for Hotel Sales Leaders
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…