Digitizing hospitality sales management
By Adam Curtis
How do you transition from a manual to a digital sales system without interrupting your business?
Catalyst faced this challenge with a global hotel/hospitality industry client.
Its system for managing salespeople’s interactions with vacation property customers was based on spreadsheets and whiteboards. It wanted to streamline and digitize the sales process while also improving the collection and use of marketing and sales data.
To meet that goal, Catalyst developed a mobile web app that could:
• Assign prospects and salespeople to tour groups.
• Account for prospects’ special requests/needs (language, access, etc.).
• Log key customer and salespeople metrics such as number of prospects registered for a tour, prospect check-in and tour start and end times.
The data the app collected was critical to measuring, managing and optimizing salespeople outcomes.