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The Top Read 5 Hotel Sales Articles in 2025 – And What That Tells Me About Where the Industry is Headed – By By Mike Pavicich
I don’t write articles to chase clicks. I write them because I spend every day talking to hotel sales leaders, management companies, and hotel owners, and keep hearing the same frustrations, just expressed in different ways.
I don’t write articles to chase clicks. I write them because I spend every day talking to hotel sales leaders, management companies, and hotel owners, and keep hearing the same frustrations, just expressed in different ways.
So when I look back at the five most-read articles I published in 2025, what stands out isn’t the topics themselves. It’s why they resonated so strongly.
Each one touched a nerve. Each one reflected a tension hotel sales leaders are actively feeling. And together, they tell a very clear story about where hotel sales is breaking down and where it is being rebuilt.
Here is what I believe made each of them strike a chord.
1. System-First vs. Proposal-First: The Divide Every Sales Team Feels
This article traveled faster than I expected because it named something most teams live with every day but rarely articulate out loud.
Sales leaders are operating between two competing expectations. Internally, there is pressure for clean data, consistent process, and system compliance. Externally, buyers expect fast, relevant responses that show effort and understanding from the first interaction.
What resonated was not the idea that systems are unnecessary. It was the acknowledgment that many workflows were designed for reporting, not for how modern buying decisions actually happen. When response time becomes a deciding factor, delays caused by rigid processes have consequences.
The interest in this article came from leaders recognizing their own organizations in it. The topic opened the door for conversations about redesigning the sales process to support sales teams, not slow them down, to create real growth.
2. Are You Actually Getting ROI From Your Sales Technology?
As you can imagine, this article received a lot of attention during budget planning discussions
Over the past several years, many hotel organizations invested quickly in sales technology. The intention was sound. The execution was uneven. In many cases, adoption lagged behind purchase, and complexity increased faster than capability.
What made this piece resonate was its focus on usage and outcomes rather than the tools themselves. The question was not whether technology was necessary, but whether it was helping teams do their jobs more efficiently
Underused systems do not just represent sunk cost. They create friction, uncertainty, and resistance inside teams. The popularity of this article suggests a shift toward more disciplined evaluation of what technology actually delivers in day-to-day selling.
3. Why Generic Proposals Are Quietly Costing You Business
Proposals are one of the most visible outputs of a sales organization, yet they are often treated as routine.
When leaders step back and look at proposals from a buyer’s perspective, the issue becomes clear. Generic documents do not communicate effort, relevance, or ease of doing business. They slow decisions and weaken confidence, even when pricing and availability are competitive.
The response to this article showed a growing awareness that proposals are part of the buying experience. They influence how buyers perceive professionalism, responsiveness, and partnership.
Sales leaders connected with this topic because they know proposals matter more than ever. Many simply lack the time or tools to rethink how they are created and delivered. This article gave language to a problem they were already trying to solve.
4. Building a Future-Ready Sales Tech Stack Without Overengineering It
Systems acquired at different times for different needs often create overlap, confusion, and extra steps for sellers.
What resonates is an emphasis on alignment rather than expansion. The idea that a technology environment should reflect how teams actually work, not how software is sold.
The interest in this article reinforced a shift that is underway. Sales leaders are not opposed to technology. They are increasingly focused on reducing friction and making everyday execution easier for their teams.
5. The Real Reason Hotel Sales Teams Struggle to Scale
When results plateau, the instinct is often to look at training, talent, or motivation. In practice, many capable sales teams are constrained by manual processes, disconnected systems, and inconsistent workflows.
The popularity of this article reflected a growing recognition that scaling challenges are often structural. When systems limit visibility and coordination, growth becomes difficult even when demand is strong.
For hotel owners and management company leaders, this shift in perspective matters. It reframes performance issues as organizational design problems rather than individual shortcomings, which is where meaningful change becomes possible.
What These Articles Reveal About Hotel Sales Right Now
When I look at these five pieces together, a clear pattern emerges for hotel owners, management companies, and sales leaders
Speed has become a core sales metric. Buyers value clarity and ease. Technology must reduce effort rather than add to it. Proposals are no longer administrative output. And many performance challenges are rooted in systems, not people.
These articles were not widely read because they predicted what is coming next. They were read because they described what sales leaders are dealing with right now.
If 2025 was the year sales leaders acknowledged what is no longer working, 2026 will be the year where hoteliers streamline complex processes and technologies enabling their organizations to flourish..
The teams that make progress will not be the ones adding more rules or more tools. They will be the ones simplifying workflows, supporting faster and more confident responses, improving buyer experiences, and holding technology investments accountable to real outcomes.
To read the articles mentioned, and the other great content we have, visit our website or click here.
About Mike Pavicich
Mike Pavicich is the Global Sales Vice President at SalesAndCatering.com, where he leverages over 20 years of rich experience in the hospitality industry. His professional trajectory is marked by a series of leadership roles across prestigious hotel brands, demonstrating a consistent ability to drive sales performance and revenue enhancement. Mike’s roots in the industry trace back to fundamental roles in sales and operations at distinguished establishments such as Hyatt Hotels, Hard Rock Hotel & Casino, and Station Casinos.
Mike’s career trajectory shifted when he began exploring the synergistic blend of technology and hospitality. His contributions have been pivotal in advancing growth-driven solutions at leading technology firms, including Orbitz (now part of Expedia), Rainmaker (later acquired by Cendyn), and Sabre. In a recent role, he played a key part in managing the gaming markets for Priceline-Agoda. As a graduate of the University of Nevada, Las Vegas, class of 1999, Mike combines a profound understanding of the hospitality sector with a keen insight into technological innovations.
Outside the professional sphere, this industry veteran is a dedicated family man residing in Las Vegas. When not working, he relishes quality time with his wife and two teenage sons, passionately supports the UNLV Running Rebels basketball team, and contributes to the community as a volunteer youth lacrosse coach.
About SalesAndCatering.com
SalesAndCatering.com provides the most affordable full-featured Sales and Catering systems for hospitality. Its STS Cloud Sales and Catering system is widely installed and engineered to give property sales teams the sales tools that help them achieve their goals. SalesAndCatering.com’s systems are developed and supported by the company’s US-based offices. It is a trusted full-service sales and catering partner that delivers solutions via a software-as-a-service model that ensures greater client communication to streamline the sales process and maximize staff productivity. SalesAndCatering.com’s systems help hotel companies meet revenue goals through anytime-anywhere data access and integration with multiple PMS systems. STS Cloud delivers unparalleled performance to help you thrive in today’s competitive sales environment.
For more information, please visit salesandcatering.com.