OBJECTIVE:

Commit aggressive sales efforts to book new conventions, meetings and athletic events to the Salt Lake market, and retain existing business through a proactive client-focused retention program, to generate economic impact from direct delegate spending.

The 2019 total room night booking goal is the greater of a 3% increase over the 2018 actual production, or 781,038 room nights.

MEASUREMENT OF NEW CLIENT SALES EFFORTS:

Room Nights Booked:

New SPCC Room Nights – 421,760
New Hotel/Resort Room Nights – 131,790

Outside Sales Trips:
The sales team will conduct 50 personal, targeted sales trips.

Site Inspections:
Conduct 130 site inspections.

Connect Marketplace Follow Up:  
The Top 70 clients who attended the 2018 Connect Marketplace will each be contacted a minimum of three times during 2019.

Prospecting Sales Calls:
Each convention sales director will make a minimum of 104 outgoing prospecting actions to potential convention clients.  

Each executive meetings manager and national sales manager will make a minimum of 240 outgoing prospecting actions to potential convention clients.

MEASUREMENT OF EXISTING CLIENT SALES EFFORTS:

Room Nights Booked:
Repeat SPCC Room Nights: 227,488

Outside Sales Trips:
Two personal visits to existing clients will be made every month.