When a hotel loses its sales leader, performance can decline quickly—especially when paired with aggressive revenue targets and competitive market pressure. This case study highlights how Sales Key Consulting restored structure, momentum, and strategic direction to a 200-room suburban hotel facing leadership turnover, weak ADR performance, and stalled sales activity.

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Client Profile

A 200-room Hilton suburban hotel featuring 4,000 sq. ft. of meeting space. The property serves a mix of corporate, group, and training business, requiring consistent prospecting and a proactive sales strategy to remain competitive.

Prior to engagement, the hotel ranked 3 of 7 in occupancy and 6 of 6 in ADR, signaling strong demand opportunity but underperformance in rate contribution.

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The Challenge

The hotel faced several critical challenges following the resignation of its sales manager:

• An aggressive annual revenue budget with no strategy in place to achieve it

• Minimal prospecting activity and an overreliance on existing accounts

• Lackluster follow-up and slow RFP response times

• Weak collaboration with revenue management

• A stalled sales funnel with limited new business entering the pipeline

• No clear strategy to close the ADR gap or increase rate contribution

• Declining momentum across corporate, group, and training segments

 

Ownership needed immediate coverage, renewed momentum, and a strategic framework to protect revenue during the leadership gap.

This engagement aligned with Sales Key Consulting’s Transitional Sales Support service.

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Out Strategic Approach

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Sales Key Consulting began by assessing the property’s market position, demand trends, ADR challenges, and sales processes. The goal: restore performance discipline, rebuild the sales funnel, and guide the property toward stronger occupancy and rate performance within the first 90 days. The strategy focused on five core initiatives:

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1. Rebuild the Sales Funnel

We relaunched structured outreach to corporate, group, and training segments, prioritizing high-value accounts and local demand generators.
 

2. Strengthen Collaboration With Revenue Management

Rate strategy was recalibrated to support ADR goals, identify need periods, and ensure competitive positioning.
 

3. Improve Follow-Up and RFP Response Discipline

We implemented a structured follow-up process and reduced response times to improve conversion, especially for group opportunities.
 

4. Reactivate Past and Dormant Accounts

Past corporate and training accounts were re-engaged to generate immediate demand while building new long-term relationships.
 

5. Reintroduce the Property to the Market

Updated sales collateral, targeted outreach, and comp-set observation positioned the hotel more competitively and improved visibility.

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Actions Implemented

Over the first 90 days, Sales Key Consulting delivered:
 

• Daily remote sales coverage and structured prospecting

• Comprehensive comp-set assessment, including SWOT review

• New sales collateral and refreshed sales positioning

• Rebuilt and reactivated sales funnel

• Consistent collaboration with the revenue manager to align ADR strategy

• Rapid-response protocol for RFP submissions

• Targeted outreach to corporate, group, and training markets

• Identification and pursuit of immediate revenue opportunities

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The Early Wins

Within the first 90 days, momentum returned—and measurable improvements followed:
 

• Renewed interest in group business from multiple market segments

• Faster response times resulting in stronger RFP conversion

• Increased engagement from corporate and training accounts

• Strengthened partnership with revenue management

• Rebuilt sales funnel with new qualified leads

• Secured new accounts—including high-value training business

• Improved visibility and confidence among ownership and leadership
   

The hotel is now positioned for sustained growth, stronger ADR performance, and a more competitive sales approach.
 

Why It Mattered

This engagement delivered stability and strategic clarity during a vulnerable leadership transition. Most importantly, it established:
 

• A stronger pipeline to support future pacing

• Clear processes and accountability for follow-up and prospecting

• Improved rate strategy and competitive readiness

• Renewed momentum across key segments

• A foundation for long-term sales success once the permanent sales leader is hired

Sales Key Consulting ensured that performance didn’t stall—momentum increased.

Strengthen Your Sales Department During Leadership Gaps

Whether you’re navigating a staffing transition or striving to meet aggressive revenue goals, Sales Key Consulting provides the structure, strategy, and support to keep your hotel moving forward.
 

Book a Strategy Call or Explore Our Transitional Sales Support Packages to learn more

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