Second-Chance Scluing

Abstract

Hoteliers may be overlooking an opportunity to increase revenues with few additional costs. By establishing specific values for business that has already been booked, hotel managers can encourage salespeople to increase the productivity of existing resources through second-chance selling. Working in conjunction with catering, convention services, and other departments, the sales force can become more effective in extracting profit from booked business. If salespeople have clearly established goals and objectives and a second chance to increase their rewards, they may work harder to achieve the goals. Moreover, the group-service departments will no longer have adversarial goal structures and may work in better harmony. The hotel will increase its profits and the meeting guest will be better served.