ABSTRACT
To improve sales productivity, someone needs to pay attention to the salespeople! Time needs to be invested by talking to them—find out what it is that can be done to help them do a better job. Involve them in the decision-making process as it relates to sales. Talk with them frequently formally and informally, let them know how they’re doing. Suggest how they can improve productivity. Management’s responsibility is to make sure that salespeople spend their time selling. The continual development of new business for the hotel/motel is what will keep a property healthy. Salespeople must be continually searching for and developing new prospects for business hotels/motels can’t survive on repeat business alone—no matter how good a product or service there is never enough repeat business to keep an operation healthy without new business. In all sizes of lodging operations, the success of the sales effort rests in the hands of the Sales Director and General Manager of a property.
