Taking Commercial Strategy To The Next Level
This report and accompanying Commercial Effectiveness Organizational Assessment was created by the HSMAI Commercial Strategy Workgroup. HSMAI’s Commercial Effectiveness Organizational Assessment allows a hotel organization (individual hotel, management company, ownership group, or brand) to assess and score their implementation of the 11 key drivers of commercial excellence:**
- Cross Functional Organizational Design and Alignment
- Commercial Operations
- Go-To-Market Model Design
- Market Insight
- Segmentation & Growth Priorities
- Offerings & Value Propositions
- Lead Generation & Management
- Commercial Team Effectiveness
- Channel Partner Programs & Management
- Pricing Strategy & Execution
- Customer Service Effectiveness
The assessment provides a structured framework for assessing and improving the effectiveness of various commercial functions within a hotel organization’s operations. It will help a hotel organization identify where its commercial structure is strong and where improvements are needed.
The report and assessment are HSMAI member benefits. Non-Members can purchase them for $399. To join visit: https://global.hsmai.org/join/.
Access The Report and Assessment
** These drivers are adapted with permission from ZS’s work on B2B Commercial Effectiveness Drivers and its SFE Navigator initiative. https://www.zs.com/
About HSMAI
The Hospitality Sales & Marketing Association International (HSMAI) is committed to growing business for hotels and their partners and is the industry's leading advocate for intelligent, sustainable hotel revenue growth. The association provides hotel professionals and their partners with tools, insights, and expertise to fuel sales, inspire marketing, and optimize revenue through programs such as the Commercial Strategy Conference, Sales Leader Forum, and Adrian Awards. Founded in 1927, HSMAI is a membership organization comprising more than 5,000 members worldwide, with 40 chapters in the Americas Region. Connect with HSMAI at hsmai.org.
