This, in turn, poses important risks for a hotel’s sales and revenue management talent retention, motivation and overall employee engagement. That’s the conclusion of the Hotel Sales Incentive Practices Research Study by global sales and marketing consultancy ZS and the Hospitality Sales and Marketing Association International (HSMAI) Foundation. In this study of incentive compensation design – the first of its kind for the hotel industry – ZS surveyed 522 HSMAI members in sales and revenue management within the U.S. and Canada. The goal was to better understand the structure of incentive plans today and highlight opportunities for improvement. In ZS’s analysis of a wide range of hotels, from boutiques to international luxury resorts, only 20 percent of sales executives and 18 percent of revenue managers reported being likely to recommend their incentive compensation plans to other colleagues or peers. The majority of participants, however, were unlikely to do so for several reasons – particularly overall pay levels, low payout upside, limited performance reporting and poor plan administration. Get the full story at HSMAI