Sales Efficiency
Series - Efficiency of your RFP pipeline
More than ever before,
hotel sales teams are finding themsleves under RFP overload along with
increasing demands on speed to market. How can they meet these competing
demands? In today’s blog we look at how Insta Event Management eliminates RFP hell in
three simple steps
Step 1 – Consolidate Leads
Insta Event Management consolidates leads from any lead sites that a hotel signs up for and displays
all leads in one place, nicely tabulated with pertinent information like source,
due date, dates of stay, rooms requested, etc. It supports independent lead
generation sites, brand websites, and convention bureau sites for
consolidation, eliminating the need for sales managers or a coordinator to
visit multiple websites looking for leads.
Step 2 – Score Leads
Once the leads are
consolidate, Insta Event Management scores them relative to each other for best fit and probability
of conversion. Following are some of the factors used to determine which groups
are best fit for the hotel and which have the highest probability of
converting.
Best Fit
- Profitability
- Current group pace on requested
dates vs. historic pace
- Space to room ratio requested
vs. available
- Lead Time
- Group Size
Conversion Probability
- Rate requested vs. hotel’s
current group rate
- Star rating if
requested
- Is this a repeat
customer?
Step 3 – Assign Leads
Once leads are
consolidated and scored, they are assigned to different sales managers based on
pre-set criteria like geography, market segment, group size, lead time, etc.
End Result
These 3 steps help
hotels in the following ways
- Increase sales
efficiency and productivity by eliminating all manual tasks that are not
associated with actually responding to an RFP
- Increases probability
of conversion by responding to the best fit leaf with maximum probability of
conversion first and gaining the first response advantage
Does your hotel need to
streamline RFP management? Click here to request a free trial of Insta Event Management.
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