Skills taught in the classroom are lost quickly because of a lack of a follow-up system. Properly reinforced training should include shopping calls, coaching by the manager, testing, tracking and periodic refreshers to help increase the comfort level and skill of the salesperson. We suspect that many hotel executives are unaware they are losing substantial revenues and profits from inquiry calls, and that's why we're writing you. Even if salespeople meet occupancy goals, they may not be optimizing the potential revenue from inquiry calls. Optimizing means negotiating the best package, upselling additional services, and closing desirable and profitable opportunities for the property.
Hotels spend significant advertising monies to attract prospects to call their properties.
Unfortunately, we have found that when prospects do call there's more order taking than selling. Properties may be missing opportunities as well as profitable bookings. Professional Learning Systems is a consulting and training company specializing in salesforce productivity issues. For the past six years we have been on contract for a major hotel management company. We've trained salespeople and managers with many of the large brands including Raddison, Holiday Inn, Sheraton, and several others.