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.

Total convention room night goal for 2020 is the greater of a 3% increase over 2019 room night production, or 838,946 room nights.

MEASUREMENT OF NEW CLIENT SALES EFFORTS:

Room Nights Booked:

  • New SPCC Room Nights – 487,456

  • New Hotel/Resort Room Nights – 132,250

MEASUREMENT OF EXISTING CLIENT SALES EFFORTS:

  • Room Nights Booked:  Repeat SPCC Room Nights – 219,240

Outside Sales Trips:

  • The sales team will conduct 50 personal targeted sales trips.

Site Inspections:

  • Conduct 130 site inspections.

Connect Follow Up:

  • The Top 80 clients who attended the 2018 Connect Marketplace will each be contacted a minimum of three times during 2020.  

Prospecting Sales Calls:

  • Each convention sales director will make a minimum of 104 outgoing prospecting actions to potential convention clients.

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

Outside Sales Trips:

  • Two personal visits to existing clients will be made every month.