How to Upgrade Hotel Sales and Revenue Management Incentive Practices and Improve Plan Satisfaction

Tony Yeung

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As hotel sales and revenue managers show dissatisfaction with compensation practices, a new incentive compensation study from ZS and the Hospitality Sales and Marketing Association International (HSMAI) Foundation reveals opportunities to improve incentive plans. Can these changes motivate sales and revenue management teams?

About the Expert

Tony Yeung is a ZS principal based in Toronto, and is a leader in ZS’s Travel and Transportation practice. He has more than 15 years of consulting and industry experience focused on client engagements in sales and marketing strategy and execution across a number of industries, including consumer products, transportation and logistics, industrial products, and medical devices. His areas of expertise include sales force design, sales effectiveness and incentives design.