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Empowering Hotel Salespeople: Strategies for Increasing Profits

04 July 2023
Salespeople play a pivotal role in the dynamic world of the hotel industry. They are the driving force behind room bookings, event sales, and the establishment of profitable relationships with corporate clients, travel agents, and tour operators. Their job is not just about selling; it's about selling the right mix of products and services to the most profitable customers, maximizing the hotel's profitability.
However, the path to successful and profitable sales in the hotel industry has challenges. Hotel salespeople need help meeting sales targets, maintaining profit margins, finding new clients, and managing expectations. Add to this the need for coordination with other departments, the high turnover rate common in the industry, and the complexity of their role becomes evident.
In today's data-driven world, salespeople face data availability and accuracy challenges. To succeed, they need a comprehensive understanding of their products and services and a deep understanding of their customer's needs and preferences. However, they often struggle to gather and analyze this data effectively because they lack proper tools and systems.
In this blog post, we will explore the essential duties of hotel salespeople, the difficulties they face, and how various tools can aid them in overcoming these obstacles and optimizing their profits. First, let's examine the three primary aspects of their job responsibilities.

The Job of Hotel Salespeople

Let's look at the general expectations a hotel general manager should have of a salesperson for three vital sales jobs.

Contracting Room Nights

  1. Relationship Development: The salesperson is expected to actively reach out to and build relationships with potential clients, including corporate clients, travel agents, and tour operators. This should result in a growing network of contacts and clients.
  2. Contract Negotiation: The salesperson should demonstrate strong negotiation skills to secure profitable hotel contracts while meeting the client's needs.
  3. Sales Targets: Salespeople should consistently meet or exceed room night sales targets. They should show a steady stream of bookings from contracted clients.
  4. Client Retention: The salesperson should maintain a high client retention rate, with clients consistently renewing contracts for room nights.

Selling Meetings & Events

  1. Client Acquisition: The salesperson should identify and secure new clients for the hotel's meeting and event spaces. This may involve attending industry events, networking, and proactive outreach.
  2. Event Sales Targets: The salesperson should meet or exceed sales targets for the hotel's meeting and event spaces.
  3. Event Execution: The salesperson should coordinate effectively with other hotel departments to ensure the successful execution of events. Client feedback on events should be consistently positive.

Relationship Management

  1. Communication: The salesperson should maintain regular, proactive communication with clients. This includes timely responses to inquiries and proactive updates on relevant hotel news or offers.
  2. Client Satisfaction: The salesperson should maintain high levels of client satisfaction. This could be measured through client feedback or surveys.
  3. Repeat Business: The salesperson should cultivate long-term relationships that result in repeat business. This could be measured through client retention rates and the volume of repeat bookings.
These expectations can serve as performance indicators for the salesperson, helping them understand what success looks like in their role.

KPIs to measure sales performance

Key Performance Indicators (KPIs) are vital for tracking the performance of a hotel salesperson. Here are ten relevant KPIs for the expectations above.
  1. Room Night Sales Targets: This KPI measures the number of room nights sold against the target set for a specific period (monthly, quarterly, or annually). It helps assess the salesperson's effectiveness in securing room bookings.
  2. Event Sales Targets: Similar to room night sales, this KPI measures the number of events sold against the target. This could also include the total revenue generated from these events.
  3. Client Acquisition Rate: This KPI tracks the number of new clients the salesperson has brought in over a specific period. This could be further broken down by source (e.g., corporate clients, travel agents, tour operators).
  4. Client Retention Rate: This KPI measures the percentage of clients that continue to do business with the hotel over time. A high retention rate indicates successful relationship management.
  5. Contract Renewal Rate: This KPI tracks the number or percentage of renewed contracts upon expiration. This is another indicator of successful relationship management and client satisfaction.
  6. Average Revenue per Contracted Client: This KPI measures the average revenue generated from each contracted client. This helps assess the profitability of the salesperson's client portfolio.
  7. Client Satisfaction Score: This KPI is based on client feedback or surveys. It measures client satisfaction with the hotel's service and the salesperson's relationship management.
  8. Upselling Success Rate: This KPI measures the success of upselling efforts, such as selling additional services to clients or encouraging them to upgrade their bookings.
  9. Lead Conversion Rate: This KPI tracks the percentage of leads (potential clients) converted into actual clients. This helps assess the salesperson's effectiveness at turning potential clients into real clients.
  10. Percentage of Sales from Repeat Customers: This KPI tracks how much of the salesperson's total sales come from repeat customers. A high percentage indicates successful relationship management and customer loyalty.
Remember, the KPIs can vary based on the hotel's specific goals and strategy. It's also essential to ensure that the salesperson understands these KPIs and how they can impact them through their actions.

How can the salesperson become more profit-oriented?

The traditional sales job in hotels focuses on volume, revenue, and customer relationships. Rarely do sales think about or analyze profitability. However, in most hotels, sales must collaborate with revenue management to price contracts and meeting & event proposals to minimize displacement. This is a good practice to ensure that rooms and meeting spaces cannot be sold at higher rates to other customers. The first part of becoming more profit-oriented is to understand Customer Acquisition Costs.

Understand Customer Acquisition Cost

Customer Acquisition Cost (CAC) is a critical factor when considering profitability. It represents the cost associated with convincing a potential customer to buy a product or service, including research costs, marketing, and accessibility. Here's how a salesperson could incorporate the concept of CAC into their profit-oriented approach.
  1. Efficiency in Prospecting: Salespeople should aim to identify and reach out to potential customers who are most likely to be interested in the hotel's offerings. This can help reduce the time and resources spent on prospects who are unlikely to convert, thereby reducing the CAC.
  2. Effective Sales Processes: The more efficient the sales process, the lower the CAC. Salespeople should continuously refine their sales processes to shorten the sales cycle, improve conversion rates, and reduce the resources required to secure a sale.
  3. Leveraging Existing Relationships: It's often cheaper to sell to existing customers than to acquire new ones. By focusing on upselling and cross-selling to existing customers, salespeople can generate more revenue without significantly increasing the CAC.
  4. Monitoring and Reducing Costs: Salespeople should know the costs associated with their activities, such as travel, entertainment, and partnerships. They should aim to minimize these costs, for example, by leveraging virtual meetings or negotiating better terms with partners.
  5. Digital Marketing and Social Media: These can be effective tools for reaching a large audience relatively cheaply. Salespeople can work with the hotel's marketing team to leverage these channels for lead generation, thus reducing the CAC.
  6. Measurement and Analysis: Salespeople should regularly measure the CAC and analyze how it relates to the value of the customers they're acquiring (Customer Lifetime Value, or CLV). Suppose the CAC is high relative to the CLV. In that case, this indicates that the salesperson needs to focus on acquiring customers more cost-effectively, increasing the value of each customer, or both.
By incorporating these strategies, salespeople can help to reduce the CAC, making each sale more profitable and improving the Net Revenue.

The most profitable customers and deals

Being profit-oriented in sales, especially in the hotel industry, requires a focus on the volume of sales or number of customers and the profitability of each transaction. Here are several ways a salesperson can become more profit-oriented.
  1. Understanding Profit Margins: The first step to becoming more profit-oriented is fully understanding the profit margins of the hotel's various products and services. This includes rooms, meeting and event spaces, and additional services like dining or spa treatments. By understanding which offerings have the highest profit margins, salespeople can focus on selling these more profitable offerings.
  2. Upselling and Cross-Selling: Upselling (encouraging customers to purchase a higher-end product or add-on) and cross-selling (selling different products or services to existing customers) are effective strategies for increasing profitability. For example, a salesperson could upsell a suite or an extended stay to a corporate client or cross-sell a meeting package that includes catering services.
  3. Targeting Profitable Customers: Not all customers are equally profitable. Some may book many room nights but negotiate heavily discounted rates, while others may book fewer rooms but fully use the hotel's high-margin services. Understanding and targeting the most profitable customers is critical to a profit-oriented sales approach.
  4. Profitable Pricing Strategies: Implementing dynamic pricing strategies based on demand, season, and other factors can help maximize profitability. For example, prices could be raised during peak seasons or for last-minute bookings, or special packages that combine high-margin services could be created.
  5. Negotiating Profitable Contracts: When negotiating contracts with corporate clients, travel agents, or event planners, salespeople should aim to secure terms that are not only acceptable to the client but also profitable for the hotel. This might involve minimum guaranteed room nights, cancellation clauses, or commitments to use certain additional services.
  6. Monitoring Profitability: Salespeople should regularly monitor and analyze the profitability of their sales. This includes looking at the profitability per customer, contract, and product or service sold. Regularly reviewing this information can provide insights into where to focus sales efforts and how to improve profitability.
  7. Cost Awareness: Being profit-oriented also means knowing the costs associated with each sale. This includes direct costs such as room cleaning and maintenance, food preparation for events, commissions to travel agents, and other marginal costs for selling add-on products and services. Understanding these costs can help salespeople offer more profitable deals.
By implementing these strategies, salespeople can shift their focus from simply making sales to making profitable sales, ultimately improving the hotel's bottom line.


The expectations of a salesperson, KPIs to measure performance, and to become more profit-oriented seems straightforward and should be how all hotels work. However, moving towards a more profit-oriented sales approach in the hotel industry involves overcoming several challenges. Here are some of the most common ones.
  1. Data Availability and Accuracy: Accurate and comprehensive data is crucial for making informed decisions, setting prices, identifying the most profitable customers, and evaluating performance. However, hotels often struggle to collect, manage, and analyze this data effectively. This can be due to a lack of appropriate systems, data stored in siloed systems, data quality, data analysis skills, or simply the time-consuming nature of data management tasks.
  2. Product and Service Knowledge: Hotel salespeople need to deeply understand the hotel's products and services and associated costs. This knowledge is crucial for selling the most profitable mix of products and services. However, with the wide range of offerings in many hotels, maintaining this level of knowledge can take time and effort.
  3. Customer Knowledge: Understanding customers' needs, preferences, and behaviors is critical to effectively targeting the most profitable ones and meeting their needs. However, building this knowledge requires consistent and effective communication with customers and the use of customer data. This can be challenging due to time constraints, data privacy concerns, and other factors.
  4. Staff Turnover: The hotel industry often experiences high turnover, which can disrupt sales efforts and client relationships. High turnover can also lead to a loss of knowledge and expertise, making it harder for the hotel to maintain a profit-oriented approach.
  5. Coordination with Other Departments: Profit-oriented sales require coordination with other departments, such as marketing, revenue management, finance, and operations. This can be challenging, especially in larger hotels or chains.
Overcoming these challenges requires a strategic approach, investment in appropriate tools and systems, training and support for sales staff, and a commitment to a profit-oriented culture throughout the hotel.

How hotels can address these challenges

Addressing these challenges requires strategic planning, process improvements, technology adoption, and investment in personnel. Here are some potential solutions for each challenge.
  1. Data Availability and Accuracy: Invest in a robust hotel-specific B2B Customer Relationship Management (CRM) system and other analytics tools that can help gather, analyze, and report data effectively. Ensure staff are trained to use these tools properly and understand the importance of maintaining accurate and comprehensive data.
  2. Product and Service Knowledge: Develop comprehensive training programs for sales staff to ensure they understand the hotel's products and services. Regularly update this training to account for new offerings or changes to existing ones.
  3. Customer Knowledge: Utilize CRM tools to capture and analyze customer data. Encourage a customer-centric culture where understanding and meeting customer needs is a priority. Implement feedback systems to capture customer preferences and experiences.
  4. Staff Turnover: Focus on employee retention strategies such as competitive compensation packages, opportunities for career development, and a positive work environment. Implement thorough onboarding processes to ensure new hires can quickly become effective.
  5. Coordination with Other Departments: Promote a culture of cross-departmental collaboration. Implement regular communication and coordination mechanisms, such as interdepartmental meetings or shared project management tools.
  6. Customer Acquisition Cost: Utilize digital marketing and social media to lower customer acquisition costs. Focus on building long-term customer relationships to increase lifetime value and offset the initial acquisition cost.
By addressing these challenges effectively, hotels can move towards a more profit-oriented approach to sales, ultimately improving their bottom line.

Demand Calendar for Hotel Salespeople

Demand Calendar has been developed to provide hotel-specific solutions to the challenges hotels face in their sales efforts.
  1. Data Availability and Accuracy: The Demand Calendar Sales Management System is a robust hotel-specific B2B Customer Relationship Management (CRM) system. It includes analytics tools that help gather, analyze, and report data about customer production volumes, revenue, and profitability effectively. The system is intuitive and easily accessible, facilitating staff members to use these tools properly and understand the importance of maintaining accurate and comprehensive data.
  2. Product and Service Knowledge: Demand Calendar keeps track of the hotel's products and services and can analyze volumes and revenue for each product and service. The information is continuously updated, providing real-time insights for decision-making.
  3. Customer Knowledge: Demand Calendar analyzes customer data, such as production and profitability, fostering a customer-centric culture where understanding and meeting customer needs is a priority. By keeping track of all customer purchases, hotels can capture customer preferences and experiences in Demand Calendar, enabling a more personalized service delivery.
  4. Staff Turnover: Demand Calendar can assist in employee retention strategies by tracking bonus programs for sales, thus offering competitive compensation packages. Using a modern system like Demand Calendar can also create a more engaging and rewarding work environment, where staff can spend more time on qualified tasks rather than administrative ones. Additionally, thorough onboarding processes can ensure new hires quickly become effective. If a salesperson leaves, all data will be kept in Demand Calendar, providing a new salesperson a head start.
  5. Coordination with Other Departments: Demand Calendar facilitates cross-departmental collaboration. All team members in a hotel can access Demand Calendar for information and easily collaborate with other departments. Having all information in the same system simplifies goal alignment and cooperation.
  6. Customer Acquisition Cost: Demand Calendar has a unique function to calculate, analyze, and manage Customer Acquisition Cost (CAC), allowing hotels to understand how to become more productive and decrease CAC.
These features and functions further enhance the utility of Demand Calendar as a tool for profit-oriented hotel management. Addressing key challenges in hotel sales, it supports optimizing sales efforts and maximizing profitability.