HSMAI Takes Commercial Strategy to the Next Level with Commercial Effectiveness Organizational Assessment
HSMAI Takes Commercial Strategy to the Next Level with Commercial Effectiveness Organizational Assessment
The Hospitality Sales and Marketing Association International (HSMAI) has announced the launch of the Commercial Effectiveness Organizational Assessment, a tool providing a structured framework for assessing where a hotel organization’s commercial structure is strong and where improvements are needed. The tool and accompanying report, Taking Commercial Strategy to the Next Level, are a free member benefit for HSMAI members and available to the industry for purchase.
The goal of the HSMAI Commercial Effectiveness Organizational Assessment is to allow a hotel organization to assess and score their implementation of the 11 key drivers of commercial excellence:
- Cross Functional Organizational Design and Alignment
- Commercial Operations
- Go-To-Market Model Design
- Market Insight
- Segmentation & Growth Priorities
- Offerings & Value Propositions
- Lead Generation & Management
- Commercial Team Effectiveness
- Channel Partner Programs & Management
- Pricing Strategy & Execution
- Customer Service Effectiveness
The 38 assessment questions carefully provide insight to a hotel organization’s effectiveness in a variety of ways that will enable hoteliers to identify strengths, weaknesses, and areas for improvement.
Developed and vetted by the HSMAI Commercial Strategy Workgroup Members (2023 & 2024), a cross-discipline workgroup of HSMAI advisory board members, the HSMAI Commercial Effectiveness Organizational Assessment will help foster collaboration, shared understanding, and a unified approach towards achieving commercial objectives. Looking ahead, the Workgroup is currently developing a companion tool to the Assessment — a “Commercial Strategist Competency Checklist” — which will assess the key skills, behaviors, and knowledge required to effectively perform a commercial role in a hotel organization. This is expected to be released later this year.
Learn more and access the report and assessment here.
The Hospitality Sales and Marketing Association International (HSMAI) is committed to growing business for hotels and their partners and is the industry’s leading advocate for intelligent, sustainable hotel revenue growth. The association provides hotel professionals and their partners with tools, insights, and expertise to fuel sales, inspire marketing, and optimize revenue through programs such as HSMAI Digital Marketing Strategy Conference, Adrian Awards, and Revenue Optimization Conference. Founded in 1927 and celebrating 90 years in 2017, HSMAI is a membership organization comprising more than 5,000 members worldwide, with 40 chapters in the Americas Region. Connect with HSMAI at hsmai.org, HSMAI Facebook, HSMAI, Twitter, and HSMAI YouTube.
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