When it comes to training hotel sales managers to prospect, many sales leaders are looking backward and not recognizing how to integrate prospecting into the real world of hotel sales in 2020.

Some leaders seem to view prospecting as a separate task on a salesperson’s to-do list. But today, sales leaders looking to build revenue need to focus on integrating principles of prospecting into their team’s daily sales activities.

Successful prospecting starts with directly connecting with prospects upon their initial inquiry, opposed to replying to electronic RFPs with a huge document. Making a personal connection fosters more success later when you want to cross-sell and ask for referrals.