{"id":6428,"date":"2026-07-06T13:43:33","date_gmt":"2026-07-06T16:43:33","guid":{"rendered":"https:\/\/hsmailatam.org\/?p=6428"},"modified":"2026-07-06T13:43:33","modified_gmt":"2026-07-06T16:43:33","slug":"cuando-vender-mas-no-significa-ganar-mas","status":"publish","type":"post","link":"https:\/\/hsmailatam.org\/en\/cuando-vender-mas-no-significa-ganar-mas\/","title":{"rendered":"When selling more doesn&#039;t mean earning more"},"content":{"rendered":"<p class=\"wp-block-paragraph\">During a recent meeting of HSMAI&#039;s Sales Advisory Board, one theme gained prominence: sales teams are no longer evaluated solely on sales volume, but on their ability to generate revenue profitably.<\/p>\n\n\n\n<div style=\"height:16px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"wp-block-paragraph\">Sales teams are required to deliver margin-generating results, but often they do not receive the necessary knowledge to understand how profitability works within hotels.<\/p>\n\n\n\n<div style=\"height:16px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"wp-block-paragraph\">Many professionals were never given guidance on how concessions, space allocation, and food and beverage commitments impact the bottom line. This gap quickly becomes apparent in the quality of negotiations, vendor confidence, and conflicts with operational teams.<\/p>\n\n\n\n<div style=\"height:16px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"wp-block-paragraph\">The sales leaders present at the conversation highlighted the importance of going beyond sales pace and volume, moving on to analyze the quality of each deal.<\/p>\n\n\n\n<div style=\"height:16px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"wp-block-paragraph\">Teaching profitability doesn&#039;t mean turning sales teams into finance professionals. According to participants, the concept becomes more practical when salespeople can visualize a team&#039;s actual performance before and after their arrival.<\/p>\n\n\n\n<div style=\"height:16px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"wp-block-paragraph\">To provide this context, some leaders present the income statement to their teams and explain how each business decision impacts the bottom line. When professionals understand the cost per occupied room, food costs, labor costs, and the impact of additional revenue on profit, they stop negotiating without knowing the financial consequences.<\/p>\n\n\n\n<div style=\"height:16px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"wp-block-paragraph\">Financial literacy was identified as the main tool for promoting long-term behavioral changes.<\/p>\n\n\n\n<div style=\"height:16px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"wp-block-paragraph\">Among the main points discussed are:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>The displacement analysis should be presented as a profitability analysis<\/li>\n\n\n\n<li>Quick information and simple results make decision-making easier.<\/li>\n\n\n\n<li>When margin replaces tariff as the main focus, negotiations become more rigorous.<\/li>\n\n\n\n<li>Operational teams begin to act as allies because all areas share the same language.<\/li>\n<\/ul>\n\n\n\n<div style=\"height:16px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"wp-block-paragraph\">The group reinforced that the best results occur when this learning is consistently integrated into the business routine.<\/p>\n\n\n\n<div style=\"height:16px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"wp-block-paragraph\">Weekly sales meetings based on income statement performance help keep profitability a top priority. Post-event analyses also allow for a comparison of projected profit with actual results.<\/p>\n\n\n\n<div style=\"height:16px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"wp-block-paragraph\">These analyses help teams understand indicators such as TRevPAR, Total Revenue per Available Room, which broadens the view beyond accommodation revenue and considers the hotel&#039;s entire capacity to generate revenue.<\/p>\n\n\n\n<div style=\"height:16px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"wp-block-paragraph\">One of the participants summed up this transformation clearly: \u201cIt\u2019s no longer just about dates, rates, and venues. Profitability must also be part of the decision.\u201d<\/p>\n\n\n\n<div style=\"height:16px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"wp-block-paragraph\">Questions for the teams<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>How does your company teach profitability concepts in an accessible way to sales teams and incorporate profit-oriented decisions into the sales routine?<\/li>\n\n\n\n<li>How is hotel profitability measured?<\/li>\n\n\n\n<li>What factors drive hotel profitability?<\/li>\n\n\n\n<li>How can Sales and Revenue Management teams contribute to hotel profitability?<\/li>\n\n\n\n<li>How to efficiently apply upselling and cross-selling strategies to generate more profitability?<\/li>\n\n\n\n<li>Why is TRevPAR important?<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\"><\/p>","protected":false},"excerpt":{"rendered":"<p>Durante una reciente reuni\u00f3n del Sales Advisory Board de HSMAI, un tema gan\u00f3 protagonismo: los equipos comerciales ya no son evaluados \u00fanicamente por el volumen de ventas, sino por su capacidad de generar ingresos con rentabilidad. A los equipos comerciales se les exige entregar resultados que generen margen, pero muchas veces no reciben el conocimiento [&hellip;]<\/p>\n","protected":false},"author":4,"featured_media":6429,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"inline_featured_image":false,"site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","ast-disable-related-posts":"","theme-transparent-header-meta":"","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"set","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"footnotes":""},"categories":[51],"tags":[33],"class_list":["post-6428","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-ventas","tag-ventas"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.9 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Cuando vender m\u00e1s no significa ganar m\u00e1s - HSMAI Latam<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/hsmailatam.org\/en\/cuando-vender-mas-no-significa-ganar-mas\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Cuando vender m\u00e1s no significa ganar m\u00e1s - HSMAI Latam\" \/>\n<meta property=\"og:description\" content=\"Durante una reciente reuni\u00f3n del Sales Advisory Board de HSMAI, un tema gan\u00f3 protagonismo: los equipos comerciales ya no son evaluados \u00fanicamente por el volumen de ventas, sino por su capacidad de generar ingresos con rentabilidad. 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