Close the Knowledge Gap for Hotel Sales Effectiveness

Abstract

A recent Harvard Business Review article asserts that “Executives and Salespeople Are Misaligned — and the Effects Are Costly.” The strategic knowledge gap that exists between the executive level and members of the sales force in most corporations – including hotels and hotel companies – results in the misalignment of high level strategy and property level tactics…which results in missed opportunities, dissatisfied employees (and customers), friction in the buying-selling process, and decreased productivity.