Managing the Sales Function

Duration: 1 hour

Department: Sales

Level: Skills

Start: Flexible

Hotel sales has evolved beyond traditional relationship-building and now requires a strategic, commercially focused approach. This course equips hotel leaders with the knowledge and tools to manage successful sales functions, adapt to changing market dynamics, and maximize revenue opportunities.

What You’ll Learn

Leisure, Corporate, and MICE sales strategies
Managing the Corporate RFP process
Contracting and pricing models, including dynamic and static rates
Understanding commission, markup, and margin structures
Motivating and managing high-performing sales teams
Winning more group, meetings, and event business
Aligning sales and operations to deliver stronger results

Ideal For General Managers, Directors of Sales, Revenue Leaders, and anyone responsible for managing a hotel, resort, or accommodation sales function.

By the end of this course, you’ll have a practical understanding of modern hotel sales and how to drive greater commercial success for your property.