By Seth Kekessie
At Knowland, we are changing how group business is sold. We empower our hospitality customers to create sustainable, repeatable, direct group business. In our latest webcast, “Group Sales Source-of-Business Survey Results,” we asked 150 attendees four questions.
Here is a summary of what we learned:
Get Back On Pace
With 57% of respondents not on pace to hit their year-end group sales goals this late in the year, it will be difficult to make up the revenue in the last quarter. Knowland research has validated that over-reliance on inbound is a significant contributor to slow pace.
Develop Proactive Selling Skills
Now is a great time to invest in proactive sales training to take those prospecting skills from rusty and average (83%) to killing it. Leveraging the rich account history data within the Knowland solution, sales teams can deploy a Proactive Group Sales Strategy and begin to get back on pace.
Inbound Leads Don’t Tell the Whole Story
Nearly half (45%) of the respondents indicated that they do not prioritize inbound leads at all. These hotels have fallen victim to the commoditization game of rates, dates, & space. We recommend you stop playing by someone else’s rules and start playing to win.
Bring Balance to Your Source Of Your Group Business
Shifting your source of group business from inbound to proactive allows you to build your group sales pipeline from business you are likely to book based on the account’s past behavior and fit for your property, putting you in control of your revenue and profit potential.
Please click here to see the questions we asked in this edition of the Knowland Buzz.