An external sales function for hotels and hospitality properties seeking to develop markets and partnerships more actively
Direct Revenue Consulting provides external sales support to hotels and hospitality properties that do not have an in-house sales department, need additional commercial capacity or want to develop new markets, partners and revenue sources more systematically.
The service includes identifying sales opportunities, representing the property, approaching partners, preparing proposals, negotiating, monitoring open opportunities and developing B2B, group, corporate and MICE sales.
Sales Do Not End After Sending One Introduction
Proactive hotel sales require clearly defined markets, a strong commercial offer, relevant contacts, consistent follow-up and the ability to adapt terms to the actual potential of each partner.
A hotel may have a strong product and competitive rates but remain highly dependent on OTA channels, occasional enquiries or existing partners without systematic sales development.
The purpose of sales representation is not simply to increase the number of contacts, but to develop a sustainable sales pipeline, quality open opportunities and reservation sources aligned with the property’s positioning, capacity and objectives.
What the Service Includes
Sales Strategy and Priority Markets
Definition of the sales direction according to the property’s location, product, seasonality, target guests, existing channel mix and commercial objectives.
- Analysis of the existing sales-channel structure
- Priority source markets
- Target segments
- Partner categories
- Seasonal sales priorities
- Sales plan and activities
Partner Identification and Outreach
Research and outreach to relevant tour operators, travel agencies, DMC partners, corporate clients, group organisers and other potential buyers.
- Researching potential partners
- Contact qualification
- Hotel or property representation
- Arranging introductory meetings
- Monitoring interest and communication
- Developing the sales pipeline and open opportunities
- Representation at international travel trade fairs, B2B workshops and partner events where included in the agreed sales plan
Hotel Presentation and Sales Materials
Structuring the property’s offer and preparing clear materials that help partners understand the product, positioning and commercial value.
- Fact sheets, sales presentations and supporting materials
- Hotel and room descriptions
- Key selling points
- Market positioning
- Photography and content
- Partner-specific offers
Proposals, Negotiations & Commercial Follow-up
Preparation and monitoring of commercial proposals, coordination of negotiations and continued communication through to a decision or confirmed cooperation.
- Proposal preparation
- Commercial enquiry management
- Rate and condition negotiations
- Internal approval coordination
- Open opportunity follow-up
- Agreement and handover
Group, Corporate & MICE Sales
Development of sales segments requiring tailored rates, conditions, availability and coordination between sales and hotel operations.
- Group enquiries
- Series and special programmes
- Corporate clients
- Meetings and events
- MICE partners
- Tailored offers and packages
Sales Monitoring and Reporting
Creation of a clear overview of contacts, open opportunities, proposals, meetings, contracts, bookings, revenue and achieved results.
- Sales pipeline and open opportunities
- Partner and enquiry status
- Follow-up deadlines
- Proposal overview
- Bookings and revenue by partner
- Reporting and next steps
An External Sales Function, Not Only Occasional Support
Depending on the property’s needs, Direct Revenue Consulting can manage a defined sales project or act as a continuous external sales function connected with ownership, management, revenue, reservations, reception, marketing and other responsible teams.
Hotel
Partners and Clients
For effective sales activity, the hotel must provide accurate rates, availability, commercial conditions, photography, descriptions, operational information and timely access to decision-makers.
Hotel sales representation does not include daily reception duties, 24/7 guest communication, operational hotel management, accounting, fiscalisation or activities unrelated to the agreed commercial scope.
World Travel Market, London
Representing properties in relevant international markets
Sales representation may include presenting a hotel or hospitality property at international travel trade fairs, B2B workshops and partner events.
Participation is planned according to the property’s target markets, commercial potential and the agreed scope of the engagement. The objective is not simply to attend an event, but to prepare relevant contacts, meetings and concrete sales opportunities.
Sales Segments That Can Be Developed
Priority segments are selected according to the property’s product, location, capacity, seasonality and realistic ability to deliver the agreed service.
Common Reasons Hotel Sales Remain Underdeveloped
Who This Service Is For
Properties without an in-house sales department
For hotels and other hospitality properties that need external professional support to develop markets, partners and new reservation sources.
Properties reliant on passive and OTA sales
For properties seeking to reduce dependency on reservations generated without proactive sales activity.
New and Repositioned Properties
For hotels, aparthotels and other hospitality businesses requiring market representation and sales activation before or after opening.
Hotels Requiring Additional Sales Capacity
For properties with an existing team that need support for selected markets, partners, seasons, group sales or a specific project.
How the Cooperation Works
Property and Objective Review
Review of the product, capacity, seasonality, channels, target guests and commercial priorities.
Existing Sales Analysis
Review of partners, markets, bookings and revenue, open opportunities, sales materials and current practices.
Sales Plan Definition
Definition of priority markets, segments, partners, activities, responsibilities and expected working rhythm.
Materials and Offer Preparation
Alignment of sales messages, presentations, fact sheets, proposals, rates and commercial conditions.
Active Sales and Negotiations
Partner outreach, meetings, proposals, follow-up and coordination of negotiations.
Monitoring and Optimisation
Review of the sales pipeline, results, market feedback and next activities.
What the Hotel Receives
Possible Cooperation Models
Sales Project
A time-limited engagement focused on a selected market, segment, partner group or sales opportunity.
New Property Sales Activation
Preparation of the sales strategy, materials, markets and partner network for a new, renovated or repositioned hotel.
Continuous Hotel Sales Representation
An ongoing external sales function covering partner development, proposals, negotiations, follow-up, pipeline management and reporting.
The scope and working rhythm depend on the property’s size, number of markets, sales objectives, existing resources and required level of involvement.
Does your property need a more active and structured sales approach?
Through an initial commercial review, we analyse your existing channels, partners, markets and sales opportunities and recommend the most suitable sales engagement model.