Kennedy, Doug2018-02-212018-02-212018-01http://hdl.handle.net/10919/82220As a hotel sales trainer, I often conduct pre-training sales assessments during which I dig deeper into the client’s hotel sales tracking processes and look for a) response times and b) personalization. More often than not, I find significant gaps in what the sales director and salespeople say they are doing as compared to what they actually do.enIn CopyrightsalesTrainingmarket leadingArticlehttp://www.hotelnewsnow.com/Articles/269275/Is-an-up-market-leading-to-mediocrity-in-hotel-sales