setting optimal selling strategies:
real time coaching sessions

The first session focuses on three critical areas of preparation prior to setting selling strategies:

1. knowing the market,
2. characterizing demand, and
3. interpretation and analysis of market intelligence.

Each of these areas is explored with a view to using the information to set actual selling strategies during the second half of the session.

The second coaching session relies on knowledge in the three critical areas of analysis and adds in-depth training in the use of stay controls (duration optimizations) and the development of overbooking strategies. The session ends with an in-depth look at how to measure the success of strategies.

In the third and final coaching session the focus is on optimising weekly hotel revenue management team meetings. Participants are introduced to a structured approach that highlights strategic decision making, and guards against repetitive, unimaginative meetings. The objective is to ensure there is no wasted effort in preparation for the meeting, and that all yield management team members become active participants, not spectators in the strategic process.

session length

3 x ½ day coaching sessions