McLEAN, VA – 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 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.
The article HSMAI takes commercial strategy to the next level with commercial effectiveness organizational assessment first appeared in TravelDailyNews International.