Thinking about sales keeps general managers up at night
There are only two ways to grow revenue in a hotel. The first one is obvious: to bring in guests staying in the hotel. The other is to sell more to each guest by charging more for the room or selling additional products and services. Growing revenue is the sales team's job, with some help from marketing and revenue management. The job is straightforward, but in most hotels, the general manager constantly thinks of how to make the sales team more productive to increase revenue and reach the budget and the long-term goals.