Interstate Hotels & Resorts Enhances Sales Team Efficiency, Outperforms Goals

ProfitPace, alongside a customized NorthStar solution, enhances hotel’s sales team efficiency to outperform sales goal expectations

ProfitSword, a developer of business intelligence and data integration software for the hotel industry, announces the successful implementation of ProfitPace and its custom-built NorthStar platform by  Interstate Hotels & Resorts, a global hotel management company with more than 500 properties around the world. A solution developed specifically to manage sales data, in order to provide effective forecasting and budgeting, ProfitPace is now used alongside Interstate's NorthStar sales incentive system by more than 80 full-service Interstate managed properties across the United States, as well as 13 properties internationally.

Bye Bye, Manual Data Entry
Interstate previously relied on a cumbersome process which depended on manual data entry, a time-consuming process often subject to keystroke error and resulting in a negative impact on productivity. Since implementing ProfitPace, hotel-level sales data is automated, which can be instantly accessed whenever needed. Able to communicate and integrate with an array of disparate systems, ProfitPace allows users to quickly and effectively monitor all sales team efforts at both local and regional levels. It also provides the ability to fully analyze business performance to ensure that all sales goals are consistently met.

"Since using ProfitPace, our corporate sales executives have been able to instantly access a wealth of data from either individual properties or groups of hotels, and can compile actionable reports in a matter of hours as opposed to what used to take days," says Hunter Webster, senior vice president, digital marketing at Interstate Hotels & Resorts. "Opting to work with ProfitSword was an easy decision to make, given that they already have all the protocols in place to capture and seamlessly present all necessary data, and will even work with their customers in designing a platform that addresses specific needs."

In developing and implementing NorthStar specifically for Interstate Hotels & Resorts, ProfitSword is credited with providing the ability to calculate individual sales manager sales performance against predetermined goals. The platform also significantly allows them to calculate incentive pay and create a journal entry for accounting systems. With the ability to recognize and incentivize sales associates according to their performance, Interstate can ensure that hotel sales professionals work to their full potential and that such efforts are reflected in enhanced property sales and revenue achievement.