Do you have a focussed on-property sales programme?

So you have several guest facing departments with guests perpetually accessing what you sell in your hotel. Departments generally include reception, the bar, your restaurant, the spa, the lounge etc.  But are you selling your guests what you want them to have or are you just reactively providing them with what they want? Have you and HOD’s forecasted what you expect your team to sell?

Upselling strategies on-property should be high on any GM’s agenda as well as HOD’s who need to demonstrate the following.

1. That their staff are continually trained in product knowledge. e.g. Bar staff aren’t just great at mixing different coloured liquids.
2. That their staff are trained in scripts and ‘ins’ to facilitate sales. e.g. ‘Can I get you a drink’ will only facilitate sales to a certain level. Some of the hotels we work with ban this ‘opening’.
3. That staff know how to build a good relationship through which a sale is made. The chances of getting a ‘yes’ to a more expensive product are hugely increased if a relationship has been built.
4. That staff are constantly tested against their knowledge and know what is an appropriate upsell and which isn’t. E.g. selling a side of chips with a casserole may not be the best combination.
5. That upselling is tracked by the team on a daily basis with strengths celebrated and under performance against targets assessed.
6. Link your focussed sales to your Mystery Guest audits that track commercial activity.

Your Departmental Sales Tracker

The snipped picture above provides your department heads with an ongoing daily tracker that allows them to select and review…

1. What products the team have been trained to upsell.
2. What % of sales are expected against the customer volume within the shift.
3. Daily analysis of performance. Who’s your A Team? Who’s your B Team?
4. Daily yield against targets.
5. A monthly target and expected variance to target.
6. Brief sales meeting pre shift to focus on how staff an upsell.
7. Assess what is difficult to sell and why?
8. Align this tracker with your EPOS sales reports.
9. Align sales performance with training content and appraisals.
10. Celebrate each departments success in producing overlay business and hotel revenue growth.

These trackers can also be shared across a live network provide an F&B Manager or General Manager with ongoing realtime data.

(These trackers are programmed in MS Excel but are locked down to facilitate accurate HOD data entry)

Price: £250.00 per tracker per year for unlimited use. 4 updates available per year.