objectives with a focus The hotels Sales Director
Standard
on reaching strategic and
operational goals for the
Procedure for sales
and marketing team.
Hotel Sales  Sales incentive plans
provide motivation to
Team achieve expected levels
of individual and team
Incentives performance goals and
thereby assist in the
Plan achievement of hotels
financial objectives.
SOP Number: S&M – 13  A competitive level of
compensation packages s
Department: Sales hould be provided that
and Marketing – Sales will attract, retain and
motivate highly
Date Issued: 16-Jul-2017 competent
sales managers and
Time to Train: 30 Minutes other sales department
personnel.
Sales Team  Encourage and motivate
teamwork as a means of
Incentives Plan achieving ongoing
Standard success on the incentive
plan.
procedure:  The sales incentive plan
should be reviewed and
 The purpose of the Sales approved by the General
Incentive Plan is to Manager or the Director
reinforce hotels financial of the hotel.

or General Manager
should be responsible for
keeping a detailed record
on a monthly basis of the
bonus earned by the
sales teams.
 All confirmed sales
managers or sales
executives are eligible for
the incentive or bonus
plan. (As per the hotel
policy)
 Normally sales associate
on probationary period is
not eligible to participate
in such incentive or
bonus plans. (As per the
hotel policy)
 The General Manager or
the Director of sales may
withdraw a participant
from incentive plans if
required.
 The bonus amount is
calculated on a monthly
basis (based on all room
nights and revenue
generated) and is subject
to the approval of the
hotel management team.
 All pay outs to the sales will not receive any
team will be processed bonus not yet distributed.
through monthly payroll. (As per the hotel policy)
 All incentive pay out  The intent of the sales
should be marked as incentive plan is to fairly
“performance bonus” on reward team and
the Profit individual achievement.
and Loss statement for  Any sales team or
the respective associate who manipulate
departments. s or attempts to
 In order for any bonus manipulate the sales data
pay out to occur, the will be subject to
sales team should appropriate disciplinary
achieve its monthly total action, up to and
revenue including termination of
(rooms, banquet, employment. (As per the
conference) and room hotel policy)
nights.
 Any sales executives
whose employment are
terminated for reasons of
misconduct, failure to
perform, or other
performance related
reasons, shall not be
considered for the bonus
payment. (As per the
hotel policy)
 Any sales executives
whose had resigned from
the hotel to accept
employment elsewhere