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.”