Your Hotel Has a Sales Problem… Or Does It?

If your hotel is behind budget, group pace is soft or revenue just isn’t where you want it to be, where do you look first? For many hotels, the answer is sales. More calls. More leads. More prospecting. More business. Sometimes that’s exactly what’s needed. Other times, there’s more going on. In this episode of The Hotel Sales Playbook, Janelle Fae takes you beyond the sales office to look at the factors that can influence your hotel’s ability to win and keep business—from sales execution and staffing to the condition of the hotel, guest experience, online reputation, pricing, market changes, operations and hotel leadership. You’ll hear why “Everybody sells,” how to separate sales activity from actual results, and one question every hotel leader should consider: If your sales manager generated 20% more leads tomorrow, is your hotel ready to convert, service and retain that business? By the end of the episode, you’ll have three practical questions you can take into your next sales or leadership meeting to help determine where business is being lost, what may need attention and where your team should focus next. Before simply asking sales to sell more, take a closer look at the whole hotel. You may already have the opportunities. The key is knowing what happens to them next.