Hotel Sales Toolkit

AUDIT & PLANNING TOOLSIMPLEMENTATION TOOLSMEASUREMENT TOOLS
Market Analysis Checklist: Assess the target market, competitor landscape, and market trends to identify opportunities and formulate effective sales strategies.Prospecting Checklist: Define prospecting methods, identify potential leads, and establish a systematic approach for prospecting and lead generation.Key Performance Indicators (KPI) Checklist: Identify and track the most relevant KPIs for sales performance, such as revenue generated, conversion rates, average booking value, and lead response time.
SWOT Analysis Checklist: Evaluate the hotel’s strengths, weaknesses, opportunities, and threats to identify areas for improvement and competitive advantages.Sales Collateral Checklist: Create and maintain a library of sales collateral, including brochures, presentations, case studies, and sales scripts.Sales Performance Review Checklist: Conduct regular performance reviews for individual sales team members, evaluating their achievements, areas for improvement, and setting goals for the next period.
Sales Strategy and Goals Checklist: Define sales objectives, set measurable goals, and outline the strategies and tactics required to achieve them.Proposal and Contract Checklist: Standardize the process of creating proposals and contracts, ensuring all necessary details and terms are included.Sales Forecasting Checklist: Develop a process for sales forecasting, analysing historical data, market trends, and other factors to project future sales performance.
Target Customer Profile Checklist: Identify the characteristics, preferences, and needs of the ideal customer segments to tailor sales efforts and messaging accordingly.Sales Call Checklist: Prepare for sales calls, outlining key talking points, objections handling techniques, and follow-up actions.Lead Conversion Checklist: Monitor and optimize the lead conversion process, identifying bottlenecks, analysing conversion rates at each stage, and implementing strategies to improve conversion rates.
Budgeting Checklist: Develop a comprehensive sales budget that outlines the allocated resources, anticipated expenses, and revenue targets.Negotiation Checklist: Outline negotiation strategies, identify potential concessions, and establish guidelines for successful negotiation with clients.Competitive Analysis Checklist: Continuously monitor and evaluate competitor strategies, pricing, and offerings to stay competitive and identify opportunities for differentiation.
RFP Response Planning Checklist: Develop a structured approach for responding to corporate RFPs, including assessing feasibility, allocating resources, and establishing timelines.Account Management Checklist: Develop a framework for managing existing accounts, including regular communication, upselling opportunities, and relationship-building initiatives.Customer Feedback and Satisfaction Checklist: Establish a feedback collection process, including surveys or guest reviews analysis, to measure customer satisfaction, identify areas for improvement, and address any issues proactively.
RFP Content Checklist: Create a template or checklist for compiling RFP responses, covering key areas such as property information, rates, amenities, meeting facilities, and value-added services.Networking Checklist: Guide sales team members on effective networking techniques, including attending industry events, building relationships, and leveraging connections.Group Conversion Tracking Checklist: Monitor and track the progress of group enquiries through the conversion process, identifying potential bottlenecks and implementing strategies to improve conversion rates.
Compliance and Contract Checklist: Ensure that RFP responses address all compliance requirements and contractual terms specified in the RFP, including insurance, payment terms, and cancellation policies.Sales Training Checklist: Develop a comprehensive training program for the sales team, covering product knowledge, sales techniques, objection handling, and customer service.GDS Reporting and Analysis Checklist: Establish a process for monitoring and analysing GDS performance metrics, such as bookings, revenue, and market share, to identify trends and opportunities for improvement.
Rate and Inventory Management Checklist: Maintain accurate and up-to-date rates and availability across GDS channels, ensuring consistency and competitiveness.CRM Checklist: Establish guidelines for effectively utilizing the Customer Relationship Management (CRM) system, including data entry, lead tracking, and pipeline management.GDS Connectivity and Integration Checklist: Ensure seamless connectivity between the hotel’s property management system (PMS) and GDS platforms, enabling efficient distribution and reservation management.
Corporate Account Analysis Checklist: Assess the potential value and fit of corporate accounts, considering factors such as travel volume, budget, and alignment with the hotel’s target market.Group Enquiry Handling Checklist: Standardize the process for handling group enquiries, including lead qualification, information gathering, and response timelines.
Corporate Rate Proposal Checklist: Prepare a structured approach for creating rate proposals tailored to corporate clients, considering negotiated rates, value-added services, and contract terms.Group Proposal Checklist: Develop a template or checklist for creating comprehensive and visually appealing group proposals, covering room blocks, event spaces, catering options, and additional services.
Corporate Relationship Management Checklist: Establish guidelines for nurturing relationships with corporate clients, including regular communication, account reviews, and identifying opportunities for upselling or cross-selling.Group Contract Checklist: Outline the essential elements to include in group contracts, such as room rates, cancellation policies, attrition clauses, and special requests.
Corporate Travel Policy Compliance Checklist: Ensure that the hotel’s offerings and procedures align with corporate clients’ travel policies, including preferred vendors, booking processes, and reporting requirements.GDS Content Optimization Checklist: Review and optimize the hotel’s presence and content on GDS platforms, including accurate descriptions, room types, amenities, and images.