Hotel Sales Incentives Practice Research Report
A study on incentive compensation design for sales professionals.(0)
Member Price: $0.00
Non-Member Price: $795.00
Hotel sales teams are accountable for capturing demand for their properties. But this new study uncovers significant employee dissatisfaction with the current state of incentive compensation plans. This, in turn, poses important risks for a hotel's sales talent retention, motivation and overall employee engagement.
That's the conclusion of the Hotel Sales Incentive Practices Research Study by global sales and marketing consultancy ZS and the Hospitality Sales and Marketing Association International (HSMAI) Foundation. In this study of incentive compensation design - the first of its kind for the hotel industry - ZS surveyed HSMAI members in sales within the U.S. and Canada. The goal was to better understand the structure of incentive plans today and highlight opportunities for improvement.
In their study of more than 700 incentive plans, ZS and the HSMAI Foundation identified the most common plan structures, metrics and plan administration approaches. They isolated common areas that impact incentive compensation plan satisfaction and uncovered several opportunities to drive higher plan satisfaction and performance within sales. Higher total pay levels are one opportunity, but others exist that don't require much, if any, incremental investment.
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