Maybe it is time for the industry to take a look at how the hotel sales office is organized. A good starting place is to audit your existing processes for factors such as timeliness, follow-up, personalization, and customization of correspondence. In doing so, take a hard look at the amount of time it takes to truly complete each task as it should be done. Conduct a test study on how long it takes someone to respond to a few different categories of leads, to send personalized correspondence, and to follow-up on service requests for upcoming and in-house business. Then count up the number of leads coming in and also the number of communications from existing clients. A simple math exercise will allow you to determine if there are enough hours in the day. Also, reconsider the job descriptions and titles. Consider adding a new position, which would be great for an entry-level salesperson. Call it what you will, but the job to add would fall somewhere between the sales assistants of old and the full sales manager level. This individual could be responsible for sorting and prioritizing all inquiries. He or she can respond directly to requests for sold-out dates, offering alternatives, or for groups that do not fit the profile of a prospect you want this time but might want in the future. He or she also can provide an initial response when sales managers are tied up with other clients or when they are traveling. This individual can be given access to the emails for all hotel sales managers and tasked with the job of responding to questions about existing business or in-house groups on their behalf. Get the full story at Hotel News Now