Potential revenue can be left on the table at convention hotels due to weak standards when handling sales inquiries, sources said. According to a recent “mystery shopper” survey from consulting firm BDRC Americas, 70 hotels in nine cities showed a broad range of performance within brands on responses to inquiries. One shocking result, according to BDRC, was in telephone follow-up, with no brand calling back any more than 50% of inquiries to close the business. In many cases, hoteliers failed to send a proposal. When examining the survey’s results, it’s clear that hotel sales employees need to step up their game, and sources shared some best practices for doing so. Get the full story at Hotel News Now