StanfordG Hospitality | Industry Insights
- Garfield Campbell
- Jun 16, 2025
- 2 min read
THEN & NOW: Why Remote Sales Is the Smart Move for Hotels, Especially Those in Secondary Markets
In an industry where relationships have long been the engine of revenue, it may seem counterintuitive to shift toward a third-party sales model. But as any savvy hotelier knows, the landscape has shifted. What worked in 2013 doesn’t always serve us in 2025, especially in secondary and tertiary markets.
It’s time to evolve! At StanfordG Hospitality, we believe a remote sales strategy, grounded in performance, accountability, and continuity, is not only smart, it’s essential.
THEN: SALES WAS ON-PROPERTY, ALWAYS
In the traditional model, hotels hired an on-property Director of Sales to nurture local accounts, attend citywide meetings, host site tours, and drive group business.
What It Cost:
$70K–$100K/year per salesperson (fully loaded)
30–50% annual turnover in some markets
6–9 months ramp-up per new hire
Why It Worked Then:
Corporate travel was steady
Sales calls happened in person
Buyers were local and relationships were strong
NOW: THE RULES HAVE CHANGED
Secondary markets like Mobile, Des Moines, or Amarillo now face a new reality:
Corporate decision-makers are remote.
Fewer local buyers to call on.
Shorter lead times and smaller group sizes.
Higher sales team churn, fewer qualified applicants.
What happens when your salesperson leaves?
You lose the relationship. You lose the revenue. You start over.
THE SMART SOLUTION: REMOTE SALES WITH STANFORDG
Our Remote Sales Program bridges the gap between cost control and sales productivity. We offer a scalable, accountable alternative that protects your revenue while optimizing resources.
What We Deliver:
1. Continuity of Relationships Client histories are tracked, preserved, and nurtured. When staff turns over, the relationship doesn’t.
2. Cost Savings Reduce your sales labor costs by up to 60%. No benefits. No downtime. No backfill required.
3. Broader Prospecting Reach We use top digital tools (LinkedIn, Knowland, Cvent, ZoomInfo) to uncover leads across key feeder markets—not just the local drive radius.
4. Weekly KPI Reports Transparent performance tracking with metrics such as:
Prospecting hours
Leads generated
Proposals sent
Conversion rates
Room revenue booked
5. Rapid Response and Scalable Support Faster follow-up, customized proposals, and a team behind every deal—not just one overextended DOS.
A New Model for a New Era
Old Sales Model | New Remote Model by StanfordG |
Sales tied to property | Sales tied to performance |
One-person, local coverage | Team-based, digital prospecting |
Turnover = lost revenue | Continuity ensures customer retention |
Fixed labor cost | Variable, outcome-based investment |
Hard to track productivity | KPIs reviewed weekly |
WHO BENEFITS MOST?
Select-service & extended stay hotels
Hotels in labor-challenged markets
Properties post-renovation or ownership transition
Owners with multiple properties seeking unified sales coverage
PROTECT YOUR REVENUE. PRESERVE YOUR RELATIONSHIPS. GROW SMARTER.
You don’t need to lose loyal accounts when your salesperson walks away. You don’t need to overspend for underperformance. You need a modern solution.
At StanfordG Hospitality, we sell smarter—on your behalf. Let us extend your team, amplify your reach, and give you the visibility and accountability your hotel deserves.
Explore our Remote Sales Program today.
📩 Contact us at info@stanfordghospsvs.com
🌐 Learn more at www.stanfordghospitality.com
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