Is Your Sales Team Only Responding… or Actually Selling?
Today’s Daily Check-In takes a critical look at the difference between responding to business and truly selling in today’s hotel environment. In too many hotels, sales teams have become overly reactive — waiting for RFPs, responding to CVENT leads, and answering inquiries — but doing very little to create demand or drive revenue proactively.
1. Responding ≠ Selling
It’s easy to fall into a rhythm of simply answering emails and updating proposals.
But true selling means creating new conversations — not waiting for them to come to you.
Ask your team: “When was the last time you made a proactive call that wasn’t tied to a current lead?”
2. Proactive Selling Means Strategy
Are you identifying target accounts based on your pace reports and need periods?
Are you offering value in your outreach, or just checking in with “Do you have any upcoming meetings?”
Try this: “I noticed your team held a leadership retreat in Phoenix last year. Have you considered a venue change for 2025? Let me show you what we can offer.”
3. Use Your Tools Creatively
FAM trips, social media, hotel showcases, and content should all be part of your sales toolkit.
Are your salespeople taking videos at site tours to share on LinkedIn and tag prospective clients?
Are you repurposing blog posts or hotel spotlights in email outreach?
Are they attending industry mixers, conferences, or trade shows with intention — i.e., to walk away with 3 new warm leads?
4. Don’t Let Automation Kill Connection
Email templates and auto-responses have their place — but real sales still come from relationships.
Encourage your team to pick up the phone, schedule a Zoom, send a handwritten note, or use a video message via tools like Loom or BombBomb.
Final Thought:
“The best salespeople aren’t just waiting for the next RFP — they’re already in the room before the conversation begins.”