The Hospitality Sales and Marketing Association International (HSMAI) has announced the launch of the Commercial Effectiveness Organizational Assessment, a tool providing a structured framework for assessing where a hotel organization’s commercial structure is strong and where improvements are needed. The tool and accompanying report, Taking Commercial Strategy to the Next Level, are a free member benefit for HSMAI members and available to the industry for purchase.

The goal of the HSMAI Commercial Effectiveness Organizational Assessment is to allow a hotel organization to assess and score their implementation of the 11 key drivers of commercial excellence:

1. Cross Functional Organizational Design and Alignment
2. Commercial Operations
3. Go-To-Market Model Design
4. Market Insight
5. Segmentation & Growth Priorities
6. Offerings & Value Propositions
7. Lead Generation & Management
8. Commercial Team Effectiveness
9. Channel Partner Programs & Management
10. Pricing Strategy & Execution
11. Customer Service Effectiveness

The 38 assessment questions carefully provide insight to a hotel organization’s effectiveness in a variety of ways that will enable hoteliers to identify strengths, weaknesses, and areas for improvement.

Developed and vetted by the HSMAI Commercial Strategy Workgroup Members (2023 & 2024), a cross-discipline workgroup of HSMAI advisory board members, the HSMAI Commercial Effectiveness Organizational Assessment will help foster collaboration, shared understanding, and a unified approach towards achieving commercial objectives. Looking ahead, the Workgroup is currently developing a companion tool to the Assessment — a “Commercial Strategist Competency Checklist” — which will assess the key skills, behaviors, and knowledge required to effectively perform a commercial role in a hotel organization. This is expected to be released later this year.

Learn more and access the report and assessment here.