{"id":23197,"date":"2010-08-31T09:23:03","date_gmt":"2010-08-31T09:23:03","guid":{"rendered":"https:\/\/www.xotels.com\/uncategorized\/hotel-sales-managers-are-too-weak"},"modified":"2025-06-23T10:29:44","modified_gmt":"2025-06-23T10:29:44","slug":"sales-managers-are-weak","status":"publish","type":"post","link":"https:\/\/www.xotels.com\/en\/marketing\/sales-managers-are-weak","title":{"rendered":"Hotel Sales Managers are too Weak"},"content":{"rendered":"<div class=\"fusion-fullwidth fullwidth-box fusion-builder-row-1 fusion-flex-container nonhundred-percent-fullwidth non-hundred-percent-height-scrolling\" style=\"--awb-border-radius-top-left:0px;--awb-border-radius-top-right:0px;--awb-border-radius-bottom-right:0px;--awb-border-radius-bottom-left:0px;--awb-flex-wrap:wrap;\" ><div class=\"fusion-builder-row fusion-row fusion-flex-align-items-flex-start fusion-flex-content-wrap\" style=\"max-width:1248px;margin-left: calc(-4% \/ 2 );margin-right: calc(-4% \/ 2 );\"><div class=\"fusion-layout-column fusion_builder_column fusion-builder-column-0 fusion_builder_column_1_1 1_1 fusion-flex-column\" style=\"--awb-bg-size:cover;--awb-width-large:100%;--awb-margin-top-large:0px;--awb-spacing-right-large:1.92%;--awb-margin-bottom-large:0px;--awb-spacing-left-large:1.92%;--awb-width-medium:100%;--awb-spacing-right-medium:1.92%;--awb-spacing-left-medium:1.92%;--awb-width-small:100%;--awb-spacing-right-small:1.92%;--awb-spacing-left-small:1.92%;\"><div class=\"fusion-column-wrapper fusion-flex-justify-content-flex-start fusion-content-layout-column\"><div class=\"fusion-text fusion-text-1\"><div style=\"text-align: justify;\"><span style=\"font-size: 12pt;\"><img decoding=\"async\" style=\"float: left; margin-right: 5px; margin-bottom: 5px; border: 1px solid #757575;\" title=\"Hotel Sales Managers are too weak\" src=\"\/wp-content\/images\/stories\/blog\/hotel_sales_managers_are_too_week.png\" alt=\"hotel_sales_managers_are_too_week\" width=\"100\" height=\"100\" \/><\/span><span style=\"font-size: 12pt;\">Over the last 4 years we have trained thousands of hoteliers around the world in <a title=\"Revenue Management\" href=\"\/?page_id=2362\">revenue management<\/a> and distribution. All have made the same remarks; the travel industry is too price driven, the competition is driving down the price of the market. My question; what are you doing about it?<\/span><\/div>\n<div style=\"text-align: justify;\"><\/div>\n<div style=\"text-align: justify;\">\n<div id=\"_mcePaste\"><\/div>\n<div><span style=\"font-size: 12pt;\">It is so easy to point the finger at the competition isn\u2019t it? It is always the hotel next door which is destroying the market by offering better corporate or wholesale rates. They undercut your rate in their negotiation to steel market share, and it just drives down the rate.<\/span><\/div>\n<div><\/div>\n<div id=\"_mcePaste\"><\/div>\n<div id=\"_mcePaste\"><span style=\"font-size: 12pt;\">Many hotel sales managers have been attending our training courses and seminars on hotel revenue management, and the attitude above is what we experienced mainly. If asked what they would do to keep a corporate account from taking their business elsewhere, almost always price was the solution at hand.<\/span><\/div>\n<div id=\"_mcePaste\"><\/div>\n<div id=\"_mcePaste\"><\/div>\n<div><span style=\"font-size: 12pt;\">Hotel sales managers are weak. They seem not to be trained in sales skills. Their only tool is price. They have no backbone when it comes to the bluff poker game of negotiations. They are ill prepared and have no data intelligence at hand to make the right decisions. They have only one fear: loosing the account.<\/span><\/div>\n<div id=\"_mcePaste\"><\/div>\n<div id=\"_mcePaste\"><\/div>\n<div><span style=\"font-size: 12pt;\">Where is our industry going? How come these sales people who are supposed to make our hotels money do not have the right skills and attitude? Are they not trained right? Are we hiring under qualified staff, due to payroll restraints. We better get our act straight because we are eroding the value of our hotels from within.<\/span><\/div>\n<div><\/div>\n<div id=\"_mcePaste\"><\/div>\n<div id=\"_mcePaste\"><\/div>\n<div><span style=\"font-size: 12pt;\">Below our <span style=\"color: #999999;\"><strong>X<\/strong><\/span>otels\u2019 view of how sales in hotels should work;<\/span><\/div>\n<div>\n<ol>\n<li><span style=\"font-size: 12pt;\">Sales manager needs to have \u2018balls\u2019. He or she needs to have no fear of losing any account. Sales negotiations are like bluff poker; the other party will detect your fear and use it against you.<\/span><\/li>\n<li><span style=\"font-size: 12pt;\">Based on budgets and targets revenue management strategies are defined. Corporate rates are based on this. Corporate rate buckets are created.<\/span><\/li>\n<li><span style=\"font-size: 12pt;\">Accounts are analyzed on a monthly basis on production, stay patterns, commission costs, additional spending, and displacement.<\/span><\/li>\n<li><span style=\"font-size: 12pt;\">Based on account production and preset parameters a corporate rate bucket is assigned as part of an overall strategy.<\/span><\/li>\n<li><span style=\"font-size: 12pt;\">A thorough analysis of the strengths and weaknesses of competition has to be done. Sales managers need stay at competitor hotels to understand what they are up against. We need to copy the good from them and improve on our weaknesses.<\/span><\/li>\n<li><span style=\"font-size: 12pt;\">We need to brainstorm on how we can deliver more unique service than the competition. The difference is in the little things. Personal service is highly valued by business travelers!<\/span><\/li>\n<li><span style=\"font-size: 12pt;\">Just like with revenue management in corporate sales we have to add value instead of lowering rate. Free newspapers, office transfer, public transport ticket and free wifi are just a few of many options to package and add value to corporate offers.<\/span><\/li>\n<li><span style=\"font-size: 12pt;\">Go into sales meetings with your numbers, just like your opponent. Show him where he fits in your budget. This way you position yourself as the stronger negotiation partner. The corporate travel manager will understand that if he wants in, it will only be possible at the price you offered.<\/span><\/li>\n<li><span style=\"font-size: 12pt;\">Show no fear! If the corporate travel manager says he needs a better rate, simply reply that it does not fit in your budget. Saying no is the strongest strategy in a negotiation. Hold your ground!<\/span><\/li>\n<li><span style=\"font-size: 12pt;\">Any corporate account that wants a lower price then has been budgeted, signifies a loss of revenue, and will need to be replaced by other business. Simply lowering the rate will set your hotel up for failure.<\/span><\/li>\n<\/ol>\n<\/div>\n<div id=\"_mcePaste\"><\/div>\n<div id=\"_mcePaste\"><span style=\"font-size: 12pt;\">Hope this will help to get your hotel sales process on the right track again.<\/span><\/div>\n<div><\/div>\n<div id=\"_mcePaste\"><\/div>\n<div id=\"_mcePaste\"><\/div>\n<div><span style=\"font-size: 12pt;\">For more information on Xotels please click here: <a title=\"Hotel Management Company\" href=\"\/en\">hotel management company<\/a><\/span><\/div>\n<\/div>\n<\/div><\/div><\/div><\/div><\/div>\n","protected":false},"excerpt":{"rendered":"<div style=\"text-align: justify;\"><span style=\"font-size: 12pt;\"><img decoding=\"async\" style=\"float: left; margin-right: 5px; margin-bottom: 5px; border: 1px solid #757575;\" title=\"Hotel Sales Managers are too weak\" src=\"\/wp-content\/images\/stories\/blog\/hotel_sales_managers_are_too_week.png\" alt=\"hotel_sales_managers_are_too_week\" width=\"100\" height=\"100\" \/><\/span><span style=\"font-size: 12pt;\">Over the last 4 years we have trained thousands of hoteliers around the world in <a title=\"Revenue Management\" href=\"\/en\/hotel-revenue-management\">revenue management<\/a> and distribution. All have made the same remarks; the travel industry is too price driven, the competition is driving down the price of the market. My question; what are you doing about it?<\/span><\/div>\n","protected":false},"author":3,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[192,195],"tags":[],"class_list":["post-23197","post","type-post","status-publish","format-standard","hentry","category-marketing","category-blog"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.1 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Hotel Sales Managers are too Weak - Xotels Blog<\/title>\n<meta name=\"description\" content=\"Hotel sales managers are too weak in contract negotiations with corporate travel managers and wholesalers. Here some tips for a better approach.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.xotels.com\/en\/marketing\/sales-managers-are-weak\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Hotel Sales Managers are too Weak - Xotels Blog\" \/>\n<meta property=\"og:description\" content=\"Hotel sales managers are too weak in contract negotiations with corporate travel managers and wholesalers. 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