Why Hotel Sales Teams Should Eliminate the Sales Blitz

Hotel Sales Blitz in progress

The Legacy of the Sales Blitz

Once a staple in the hotel sales playbook, the traditional sales blitz has deep roots in the history of hotel sales. It was a time of great energy and communal effort, with entire sales teams embarking on day-long missions to drum up business. Teams would knock on the doors of unknown companies, pitching to surprised office managers. This approach, while spirited, should now become a relic of the past as the industry has evolved.

The Problem with Physical Sales Blitz

Imagine a typical sales blitz day: the team gathers early, fueled by coffee, ready to knock on as many doors as possible by day’s end. It’s a marathon of unexpected office drop-ins, trying to catch that one decision-maker who just stepped out for lunch or is working from home.

This approach is not only time-consuming but increasingly outdated in a world where digital interactions dominate.

Not Relevant in a Digital World: Two decades ago, it was nearly impossible to find nearby companies, their office managers, and most importantly, their contact details. But this has all changed.

With the rise of tools such as Google Maps, Crunchbase, LinkedIn Sales Navigator, and Hunter.io, any company and their responsible personnel can be found easily. Countless tools are available to make the process of prospecting and outreach easier than ever, thus making dropping by unannounced enormously inefficient.

“The sales blitz, while spirited, should now become a relic of the past as the industry has evolved.”

Working From Home & Coworking Spaces: With more people working from home and companies operating out of shared office spaces, the logistics of finding and engaging the right person during a blitz has become nearly impossible.

Sales is About Constant Action: In contrast to the once-a-year intensity of a sales blitz, effective sales strategies today require continuous action and engagement. The landscape demands persistence and consistency, with strategies that nurture long-term relationships rather than betting everything on a single, frenetic day.

Implementing these will lead to ongoing room night and meeting & event production, rather than just closing a one-off deal.

Training vs. Sales: Some GMs argue that sales blitzes serve as effective training for new salespeople. However, if training is the end goal, a dedicated hotel sales course offers a much more structured and effective method.

For those who see the blitz as a primary sales strategy, it’s crucial to examine and implement systems that ensure ongoing sales processes rather than sporadic efforts. Ultimately, relying on blitzes is often a suboptimal approach for both training and sales activities. If your team is looking for the best hotel sales course, find more information here.

Learning from the Best

Other industries have long abandoned the blitz for more sustainable, strategic sales approaches. They have implemented carefully crafted sales strategies in combination with modern technology, enabling them to write personalized outreach strategies that engage ideal customer profiles (ICPs) with remarkable precision.

This is the style of sales that can help hotels reach more companies, create long-term relationships, and double or even triple their corporate performance.

Conclusion: A Call to Action

The transition from sales blitzes to modern strategies isn’t just a change of tactics—it’s a transformation in philosophy. It’s about understanding the current and future landscapes and positioning the Hotel Sales Team not just to adapt but to lead.

By embracing these changes, hotel sales teams can ensure they not only survive but thrive, setting new standards in an industry ripe for innovation. Are you interested in ensuring your hotel sales team reaches top performance?

Check out our Hotel Sales Mastery Course—created to do just that. If you have any questions, feel free to send us an email at the address below.