{"id":3792,"date":"2013-01-17T13:26:26","date_gmt":"2013-01-17T13:26:26","guid":{"rendered":"https:\/\/www.antoniogomezcava.com\/hotels-golf-courses-resorts-why-we-dont-sell\/"},"modified":"2026-06-06T13:31:39","modified_gmt":"2026-06-06T13:31:39","slug":"why-hotels-golf-courses-resorts-dont-sell","status":"publish","type":"post","link":"https:\/\/www.antoniogomezcava.com\/en\/why-hotels-golf-courses-resorts-dont-sell\/","title":{"rendered":"Hotels, golf courses and resorts Why don&#8217;t we sell?"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"3792\" class=\"elementor elementor-3792 elementor-98\" data-elementor-post-type=\"post\">\n\t\t\t\t<div class=\"elementor-element elementor-element-63f1936a e-flex e-con-boxed e-con e-parent\" data-id=\"63f1936a\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-44331f1f elementor-drop-cap-yes elementor-drop-cap-view-default elementor-widget elementor-widget-text-editor\" data-id=\"44331f1f\" data-element_type=\"widget\" data-e-type=\"widget\" data-settings=\"{&quot;drop_cap&quot;:&quot;yes&quot;}\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p data-start=\"68\" data-end=\"310\">Hasta hace unos a\u00f1os esta pregunta no se hac\u00eda en las <strong data-start=\"122\" data-end=\"158\">reuniones de direcci\u00f3n comercial<\/strong>. A muchos les ha ido tan bien que se pusieron a trabajar sin saber por qu\u00e9 ten\u00edan clientes alojados en sus hoteles, campos de golf y resorts.<\/p>\n<p data-start=\"312\" data-end=\"575\">Seamos sinceros, muchos, por la <strong data-start=\"344\" data-end=\"372\">ubicaci\u00f3n de su complejo<\/strong>, por la <strong data-start=\"381\" data-end=\"412\">gran inversi\u00f3n publicitaria<\/strong>, por las <strong data-start=\"422\" data-end=\"439\">instalaciones<\/strong>, por el <strong data-start=\"448\" data-end=\"468\">\u201cviento de cola\u201d<\/strong> que han tenido, se han dedicado durante muchos a\u00f1os a lo que llamamos <strong data-start=\"539\" data-end=\"554\">\u201cdespachar\u201d<\/strong> en lenguaje com\u00fan.<\/p>\n<p data-start=\"577\" data-end=\"699\"><strong data-start=\"577\" data-end=\"617\">\u00bfPor qu\u00e9 vendieron en sus complejos?<\/strong> <strong data-start=\"618\" data-end=\"697\">\u00bfPor qu\u00e9 los clientes eligieron sus complejos y no otros de la competencia?<\/strong><\/p>\n<p data-start=\"701\" data-end=\"990\">No se trata de lamentarse ni alarmarse, las circunstancias actuales son estas y a las propiedades s\u00f3lo les queda confiar en los responsables comerciales y de marketing de sus complejos y analizar la estructura comercial de sus productos y su equipo comercial.<\/p>\n<h3 data-start=\"992\" data-end=\"1048\"><strong data-start=\"996\" data-end=\"1046\">Hoteles, Golf y Resorts: \u00bfPor qu\u00e9 no vendemos?<\/strong><\/h3>\n<ul data-start=\"1050\" data-end=\"4188\">\n\t<li data-start=\"1050\" data-end=\"1450\"><strong data-start=\"1052\" data-end=\"1095\">An\u00e1lisis de nuestras cuentas y clientes<\/strong>: \u00bfSabemos qu\u00e9 <strong data-start=\"1110\" data-end=\"1155\">cuentas y clientes generan m\u00e1s producci\u00f3n<\/strong>? Como sabes, el <strong data-start=\"1172\" data-end=\"1202\">80% de la producci\u00f3n total<\/strong> de tu cuenta de resultados la producen el 20% de tus cuentas. Un dato esclarecedor para clasificar a tus clientes y saber a qui\u00e9n debemos dedicar m\u00e1s tiempo, y por supuesto convertir cuentas no productivas en fidelizadas.<\/li>\n\t<li data-start=\"1451\" data-end=\"1943\"><strong data-start=\"1453\" data-end=\"1501\">Analizar las tendencias de nuestros clientes<\/strong>: apenas veo este tipo de an\u00e1lisis en la mayor\u00eda de resorts. En muchas cadenas existen clubes selectos donde se crean bases de datos a partir de los formularios que env\u00edan los clientes con sus impresiones y tendencias, que no sabemos si las empresas analizan y luego adaptan en sus estrategias de venta, y en cambio otras no tienen acceso a este tipo de an\u00e1lisis por falta de personal capacitado.<\/li>\n\t<li data-start=\"1944\" data-end=\"2479\"><strong data-start=\"1946\" data-end=\"1984\">Anal\u00edtica de portales web de venta<\/strong>: Aunque, para conocer el motivo de satisfacci\u00f3n, insatisfacci\u00f3n, motivos por los que nos han comprado o por los que no, se puede hacer a partir de las encuestas de satisfacci\u00f3n y CRM, si se realizan. La anal\u00edtica web responder\u00e1 a preguntas como qu\u00e9 perfil de cliente tengo, qu\u00e9 buscan, por qu\u00e9 nos han seleccionado, por qu\u00e9 dejan de visitarnos en determinadas fechas. Segmentar este tipo de preguntas ser\u00e1 vital para saber d\u00f3nde vender, c\u00f3mo y a qui\u00e9n.<\/li>\n\t<li data-start=\"2480\" data-end=\"3084\"><strong data-start=\"2482\" data-end=\"2522\">Publicar la satisfacci\u00f3n del cliente<\/strong>: El boca a boca es fundamental, si bien es claro que nuestra red de comunicaci\u00f3n es limitada en ciertos aspectos, contamos con portales online o incluso propios que nos dan la posibilidad de publicar los comentarios de nuestros clientes. De estos comentarios influyentes depender\u00e1 la decisi\u00f3n de optar por nuestro producto o por nuestra competencia. \u00bfQui\u00e9n no ha visitado Tripadvisor u otras webs para saber c\u00f3mo es el hotel en el que nos vamos a alojar, y en base a las referencias elegimos uno u otro?<\/li>\n\t<li data-start=\"3085\" data-end=\"3486\"><strong data-start=\"3087\" data-end=\"3141\">Segmentaci\u00f3n de clientes por temporadas y mercados<\/strong>: Tenemos que tener identificadas las fechas y periodos en los que nuestros clientes vienen a visitarnos en funci\u00f3n de su nacionalidad y sector. A partir de este an\u00e1lisis sabremos a qui\u00e9n dirigirnos en funci\u00f3n de las temporadas y, sobre todo, tendremos preparadas promociones personalizadas para esos segmentos.<\/li>\n\t<li data-start=\"3487\" data-end=\"4188\"><strong data-start=\"3489\" data-end=\"3535\">Estructura tu equipo comercial y de ventas<\/strong>: Fundamentalmente, <strong data-start=\"3555\" data-end=\"3595\">\u00bftienes tu equipo bien estructurado?<\/strong> <strong data-start=\"3596\" data-end=\"3637\">\u00bfSaben exactamente cu\u00e1l es su misi\u00f3n?<\/strong> <strong data-start=\"3638\" data-end=\"3735\">\u00bfCuentas con los perfiles ideales y con experiencia en tu departamento comercial y marketing?<\/strong> Si la respuesta es afirmativa, lo que no puedes hacer es asignar misiones incorrectas. Si tienes un comercial de captaci\u00f3n de nuevos clientes y cuentas que se dedica a esto, no es recomendable que le asignes tareas operativas o administrativas. Aprovechar bien el perfil de tu gerente o director comercial es fundamental, siempre que est\u00e9 bien estructurado. Es mejor hacer una cosa bien que dos cosas a medias.<\/li>\n<\/ul>\n<p data-start=\"4190\" data-end=\"4516\">\u00a0<\/p>\n<p data-start=\"4190\" data-end=\"4516\">Si tu decisi\u00f3n es renovar la plantilla, el consejo es seleccionar con criterio conociendo la estructura que quieres organizar, el perfil es fundamental y una buena pol\u00edtica de selecci\u00f3n junto con una estructura eficaz y s\u00f3lida obtendr\u00e1n los resultados que tu empresa aspira a obtener.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>Hasta hace unos a\u00f1os esta pregunta no se hac\u00eda en las reuniones de direcci\u00f3n comercial. A muchos les ha ido tan bien que se pusieron a trabajar sin saber por qu\u00e9 ten\u00edan clientes alojados en sus hoteles, campos de golf y resorts. Seamos sinceros, muchos, por la ubicaci\u00f3n de su complejo, por la gran inversi\u00f3n [&hellip;]<\/p>\n","protected":false},"author":3600,"featured_media":2359,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[396,397,398],"tags":[516,517,518,56,173,172,174,519],"class_list":["post-3792","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-golf-en","category-hoteles-en","category-marketing-en","tag-commercial-hotel-and-golf","tag-commercial-strategy","tag-commercial-team-structure","tag-equipo-comercial","tag-golf-resorts-complex","tag-sales-golf-resort","tag-sales-structure-golf-resorts","tag-why-dont-we-sell"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.8 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Hotels, Golf Courses &amp; Resorts: Why Aren&#039;t We Selling?<\/title>\n<meta name=\"description\" content=\"Struggling with low booking numbers? 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