Hotel Sales Leaders Convene, Talk Trade Shows

Some of the hotel industry's top sales personalities convened in Washington, D.C., this month for a Chief Sales Officer (CSO) roundtable organized and hosted by the Hospitality Sales and Marketing Association International (HSMAI) and the HSMAI Foundation, HSMAI announced last week.

The event — which was attended by sales executives from some of the world's top hospitality brands, including Best Western International, Choice Hotels International, Hilton Worldwide, Hyatt Hotels & Resorts, InterContinental Hotels & Resorts, Marriott International and Starwood Hotels & Resorts — was devoted to discussing sales strategies and predicting changes within the hotel sales process within the next three years. Discussed topics included:

• The Impact of Sales Force Automation
• Making Sales More Strategic
• The Future Value of Trade Shows and Their Impact on Convention Hotels
• The Role of Global Sales
• The Role of Intermediation in the Hotel Sales Process

Chief Sales Officers also discussed how to manage the instability of hotel demand, the role of sales in social media and how to deploy an emerging market sales strategy.

"HSMAI was honored to play host to this distinct group of innovative sales leaders from all around the hotel industry," said HSMAI President and CEO Robert A. Gilbert. "An instant synergy took place among the group and everyone was pleased with the meeting's productivity and idea sharing."