Create sales goals
If your property needs to track targets for individuals and the overall property, an administrator can create user goals and budgets. These targets are then used within the Productivity and Pace reports to compare your progress towards meeting your goals and budgets.
- User Goal - For each sales manager, goals can be based on total room nights, guestroom and / or event revenues for a specified time period (Monthly / Quarterly / Yearly). The Productivity report is used to compare business on the books against each user's goals.
- Property Budget - Monthly - For the entire property enter the monthly budget of guestrooms and / or event revenues. These goals are displayed in the Budget column in all of the pace reports.
- Property Budget - Adhoc- Sometimes your property will have targets other than the monthly budget, for example a yearly target of Audio Visual revenue, or Function room rental per quarter. Budget classifications will be selected to display the comparison in a separate table at the bottom of the Guestroom and Catering Pace report.
There are some differences in the various reports we offer and how they display your budgets and goals. The following table describes where you'll find them:
| User goal: New Business | User goal: Consumption | Property budget: Monthly | Property budget: Adhoc | |
|
Quick steps |
|
|
|
|
| Where does it display? | ||||
| Guestroom & Catering pace report | Not applicable. | Not applicable. | Budget and comparison displays inline by month. | Budget and comparison display in a separate table at the bottom of the report. |
| Guestroom pace report | Not applicable. | Not applicable. | Budget and comparison displays inline by month. | Not available. |
| Catering pace report | Not applicable. | Not applicable. | Budget and comparison displays inline by month. | Budget displays inline by month. A ü indicates the revenue classification is part of the total event goal. |
| Productivity report | Goal and comparison display at the bottom of the report. | Goal and comparison display at the bottom of the report. | Not applicable. | Not applicable. |
To create user goals
- Open the property, go to the Sales Goals related list, and then click New.
- Select to create a User Goal record type.
-
Complete the following fields, as needed.
Information Name When you save the record, the Name field defaults to the property abbreviation and the consumption date range (for example, TCH - [4/1/2040 - 4/30/2040]). If there isn't a consumption date range, the activity date range is used instead. Goal Classification Select the type of goal you are defining for the Sales Manager. For example, Food and Beverage Goal or Rooms Goal. The values displayed in the Goal Classification field are configured by an administrator (see Overview: Setup values). It is recommended that the Goal Classification values are not specific to a year or a user so that they can be used multiple times.
User Use this field to select the Sales Manager this goal applies to. Property Defaults to the name of the property where you’re defining the sales goal. Do not change. Record Type Indicates whether this goal is a user goal or property budget (specified during step #2). Goal Dates Activity Start Date/End Date Any bookings that were created or modified during this date range will be included in the report. Consumption Start Date/End Date Any roomnights or events that are in house during this date range will be included in the report. Consumption refers to guestrooms and events on a specific date, regardless of the booking's arrival and departure dates. For example, if a booking is in house 12/29/40 - 1/2/41 and you run the report using a consumption date range of 12/1/40 - 12/31/40, only those guestrooms and events on 12/29, 12/30, and 12/31 will be included in the report data.
Here are a few examples of how you might set the activity and consumption date ranges:
• To see activity that took place in the month for the month, set both dates ranges the same.
• To see activity that took place last month for groups that will be in house anytime in the future set the activity date range to last month and the consumption date range to the end of booking time.
Compare Revenue Types Select the revenue types that should be compared with the goal figure: - Banquet - Catering revenue associated with group bookings.
- Catering - Catering revenue associated with bookings without a guestroom block.
- In-House - Catering revenue associated with hotel internal events.
To select a revenue type, double-click it in the Available list. The revenue type is moved to the Chosen list. Chosen revenue types can be removed from consideration by double-clicking them and moving them back to the Available list.
Event Goal Information Definite Event Revenue Enter the goal amount of definite event revenue. All revenues should be entered exclusive of taxes, admin and service.
Applied to Revenue Classifications Select each revenue classification that should apply to the definite event revenue goal. The Guestroom and Catering Pace report does not run a comparison against individual revenue classifications, only the total definite revenue for the month. Guestroom Goal Information Definite Roomnights Enter the definite roomnight goal. Definite Average Rates Enter the definite average room rate goal.
All revenues should be entered exclusive of taxes, admin or service. The rate should also not include allowances for breakfast/dinner.
Definite Guestroom Revenue Definite guestroom revenue is calculated as follows: (Definite Room nights * Definite Average Rates)
The required fields are displayed with a red indicator. These fields must be completed before you can save the record.
- Do one of the following:
- Click Save to save your changes.
- Click Save & New to save your changes and create another sales goal.
- Click Cancel to discard your changes.
To create property budgets - monthly
- Open the property, go to the Sales Goals related list, and then click New.
- Select to create a Property Budget record type.
-
Complete the following fields, as needed.
Information Name When you save the record, the Name field defaults to the property abbreviation and the consumption date range (for example, TCH - [4/1/2040 - 4/30/2040]). You can enter a different Name if required. Budget Classification Not applicable when creating a monthly budget. Budget classifications can be used when creating a property budget - adhoc. Record Type Indicates whether this goal is a user goal or a property budget (specified during step #2). Monthly Select this check box if you are creating a monthly budget. By selecting this box the Guestroom and Catering Pace report will display an inline comparison to the monthly budget. The following columns will be shown when the report is run: Budget, Variance (to budget), % (variance to budget), Actual Last Year, and Tentative STLY (same time last year).
A property must create Monthly budgets in order to use the Guestroom and Catering Pace report.
Property Defaults to the name of the property where you're defining the sales goal. Do not change. Goal Dates Consumption Start Date/End Date Any roomnights or events that are in house during this date range will be included in the report. Consumption refers to guestrooms and events on a specific date, regardless of the booking's arrival and departure dates. For example, if a booking is in house 12/29/40 - 1/2/41 and you run the report using a consumption date range of 12/1/40 - 12/31/40, only those guestrooms and events on 12/29, 12/30, and 12/31 will be included in the report data.
If you’re creating a monthly property budget, keep in mind the following when setting the consumption date range:
• A separate property budget should be created for each calendar month (for example, 1/1/2040 – 1/31/2040). The Guestroom and Catering Pace report does not support multiple budgets in a given month E.G. 1/1/2040 – 1/15/2040 and 1/16/2040 – 1/31/2040
• Monthly property budgets can’t span multiple months E.G. 1/15/2040 – 2/15/2040.
Compare Revenue Types Not applicable when creating a monthly budget. Event Goal Information Definite Event Revenue Enter the goal amount of definite event revenue.
All revenues should be entered exclusive of taxes, admin or service.
Applied to Revenue Classifications Not applicable when creating a monthly budget. Guestroom Goal Information Definite Roomnights Enter the definite roomnight goal. Definite Average Rates Enter the definite average room rate goal.
All revenues should be entered exclusive of taxes, admin or service. The rate should also not include allowances for breakfast/dinner.
Definite Guestroom Revenue Definite guestroom revenue is calculated as follows: (Definite Room nights * Definite Average Rates)
The required fields are displayed with a red indicator. These fields must be completed before you can save the record.
- Do one of the following:
- Click Save to save your changes.
- Click Save & New to save your changes and create another sales goal.
- Click Cancel to discard your changes.
To create property budgets - adhoc
- Open the property, go to the Sales Goals related list, and then click New.
- Select to create a Property Budget record type.
-
Complete the following fields, as needed.
Information Name When you save the record, the Name field defaults to the property abbreviation and the consumption date range (for example, TCH - [4/1/2018 - 4/30/2018]). You can enter a different Name if required. Budget Classification Select the type of classification you’re defining for this specific budget.
Example - Audio Visual or Food and Beverage. The values displayed in the Budget Classification field are configured by an administrator (see Overview: Setup values).
It is recommended that the Budget Classification values are not specific to a year or user, so they can be used multiple times.
Record Type Indicates whether this goal is a user goal or a property budget (specified during step #2). Monthly Not applicable if using the Budget Classification picklist.
Property Defaults to the name of the property where you're defining the sales goal. Do not change. Goal Dates Consumption Start Date/End Date Any roomnights or events that are in house during this date range will be included in the report. Consumption refers to guestrooms and events on a specific date, regardless of the booking's arrival and departure dates. For example, if a booking is in house 12/29/40 - 1/2/41 and you run the report using a consumption date range of 12/1/18 - 12/31/18, only those guestrooms and events on 12/29, 12/30, and 12/31 will be included in the report data.
Because you are not selecting the Monthly check box – the consumption periods can be specifically defined. For example - you wanted to track the AV budget only for the whole year, you can assign the consumption dates 1/1/2040 – 12/31/2040.
Compare Revenue Types Not applicable when creating a monthly budget. Event Goal Information Definite Event Revenue Enter the goal amount of definite event revenue.
All revenues should be entered exclusive of taxes, admin or service.
Applied to Revenue Classifications Select each revenue classification that should apply to the definite event revenue goal. Guestroom Goal Information Definite Roomnights Enter the definite roomnight goal. Definite Average Rates Enter the definite average room rate goal.
All revenues should be entered exclusive of taxes, admin or service. The rate should also not include allowances for breakfast/dinner.
Definite Guestroom Revenue Definite guestroom revenue is calculated as follows: (Definite Room nights * Definite Average Rates)
The required fields are displayed with a red indicator. These fields must be completed before you can save the record.
- Do one of the following:
- Click Save to save your changes.
- Click Save & New to save your changes and create another sales goal.
- Click Cancel to discard your changes.