Hospitality Sales and Marketing Association International
Hospitality Sales and Marketing Association International
 
Hospitality Sales and Marketing Association International
Hotel Sales Incentives Practice Research
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Posted: April 21, 2015

ZS Associates and The Hospitality Sales & Marketing Association International (HSMAI) Foundation are pleased to present the inaugural edition of the Sales Incentives Practice Research for the hotel industry. This is the first data-validated compensation design survey for the hotel industry.

The goal in undertaking this project was to provide information to hotel leaders interested in understanding common practices in incentive plan design and levels of satisfaction from users.

In their study of more than 700 incentive plans, ZS and the HSMAI Foundation identified the most common plan structures, metrics and plan adminstration approaches. They isolated common areas that impact incentive compensation plan satisfaction: overall compensation levels, differential pay for low and high performers and performance reporting topped the list as the biggest drivers.

Available only as a digital publication.

 

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