Sales Isn’t Just a Scoreboard… It’s a Strategy.
If your sales meeting sounds like a sports recap, “Who booked what? How many room nights? How much revenue?” you are only getting half the story. Results matter. But if all you measure are the wins, you are missing the mechanics that actually create them.
Start with the basics. Look at room nights, revenue, and pace against goals. Break it down by segment: group, corporate, leisure. Understand which channels are performing and why. But do not stop there.
Lead response times tell you how quickly you are showing up for clients. Follow-up consistency reveals who is nurturing relationships and who is letting opportunities disappear. Lost business reports are your goldmine. If we keep losing to the same competitor, there is a pattern. If one sales rep sends out proposals but rarely closes them, it is time to look at the proposal itself. And retention should matter just as much as prospecting. If guests or groups do not return, the issue is not next quarter. It is your foundation.
This is why a CRM is not a storage unit. It is a living, breathing map of your pipeline. When it is updated and accurate, you can spot trends before they impact your bottom line. When it is a disaster, your forecast is nothing more than a polite guess.
Weekly check-ins and monthly reviews are not micromanagement. They create alignment. They keep the team focused on today’s activity and tomorrow’s revenue. A sales rep might have a slow stretch, but if they are building relationships, having the right conversations, planting seeds, and staying consistent, that work counts.
One of my Sales Managers went three weeks without closing a single deal. She never stopped following up. She met a key client for coffee. Two months later, she landed a 50-room group. That win started with discipline, not luck.
Some of the most important work never shows up on the scoreboard, but it is exactly what wins the season.
At the end of the day, performance tracking should push us to ask better questions. Not just “What did you sell?” but “Who did you connect with?” “What did you learn?” and “Where are we headed?” Because real sales leadership is not about chasing numbers. It is about creating a strategy where the numbers start chasing you.
Start your next sales meeting with three questions:
What is working? What is missing? What are we learning?
#SalesLeadership #BeyondTheScoreboard #TrackWhatMatters