Hotels struggle recruiting high-quality sales talent

Hotel sales executives say the quality of sales and marketing candidates is worse than they saw prior to the pandemic

Both staffing and spending in hotel sales and marketing have met or exceeded 2019 levels, but the quality of salespeople available still doesn't match pre-pandemic expectations, according to speakers during the "New Sales and Marketing Strategy Playbook" session at the 2023 Hotel Data Conference.

Key takeaways

Training and development is more important than ever in the field to help onboard the people who are new to the industry;

The cost of wages for sales and marketing employees has grown through simple economics, which has been enough to push up overall sales and marketing budgets across the industry;

It's vital that commercial strategy teams - which include not just sales and marketing but revenue management - are working collaboratively to advance the goals of their organizations.

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