The role of a hotel salesperson looks nothing like it did a decade ago, and the leaders managing that function need to keep pace. Contracting has grown more complex with floating, dynamic, and static pricing all in play. Corporate RFP season demands a different kind of preparation. Even commission and margin models have shifted. If your approach to managing sales hasn’t been updated recently, your team is likely operating with an outdated map.
eHotelier’s Managing the Sales Function course was built for exactly this gap. It’s aimed at anyone responsible for a hotel, resort, or accommodation sales function, whether that means a full in-house team, off-property staff, or outsourced resources. The course walks through the practical mechanics leaders need: how leisure sales decision-makers operate, how to plan and navigate the Corporate RFP season successfully, and how MICE sales differs from other segments in terms of key operators and decision drivers.
What makes this course useful for commercial leaders specifically is that it doesn’t stop at theory. It includes a case study walking through what an actual day or week looks like for a salesperson, which helps managers coach more effectively because they understand the on-the-ground reality their team faces. It also digs into motivating and engaging a sales team for optimal performance, a skill that matters as much as market knowledge when it comes to hitting targets.
There’s a clear commercial case here. Sales functions that operate with outdated contracting knowledge or disengaged teams leave revenue on the table, often without leadership realizing exactly where it’s being lost. Updating your own knowledge as a manager is one of the fastest ways to close that gap, because it changes how you coach, how you structure the team, and how you evaluate what’s working.
I’d been managing sales for years and still picked up things I didn’t know about MICE decision-makers. Worth the afternoon.
— Marcus T., Director of Sales
If you’re leading a sales function and haven’t formally revisited your approach in a few years, this course is a direct way to close that gap. Explore it here
