How to make salespeople in hotels more productive
If your salespeople cannot bring in revenue six times what they cost the hotel, it is better to get the revenue through Booking.com or another OTA charging similar fees as Booking.com. If each salesperson brings in more revenue, the customer acquisition cost will be lower than the cost of receiving bookings from any OTA. Therefore, the general manager should invest in their salespeople so they become more productive. The significant investment is in the salesperson, and the total return on investment in sales will be significantly higher for a small additional investment to enhance productivity.