HSMAI & ZS Release Incentive-Plan Research Report
HSMAI & ZS Release Incentive-Plan Research Report
11 OCTOBER 2019 12:30 PM

This report explores incentive-plan research for hotel management companies.

(McLean, VA, September 30, 2019) Take a deep dive into the state of hospitality incentives in a new Hotel Management Company Incentive Plan Research Report released by HSMAI and ZS to discover key findings in incentive compensation structure, metrics, revenue, goal attainment, and more. The report is designed to help hospitality leaders make informed decisions to maximize the design and success of incentive plans.

The latest research first outlines the framework for sales incentive plan design. The report finds that at its core, a good incentive plan is strategic, motivational, fair, simple, and fiscally responsible. Additionally, incentive plans should ideally have metrics that are strategic, controllable, and measurable. The study further outlines the advantages and disadvantages of each incentive plan type, what drives top performers, payout curves, and more.

To further supplement its findings, the report also dives into the state of incentives in hotel management companies. The Hotel Management Company Incentive Plan Research Report collected and measured incentive plans from 39 hotel management companies. The report shares important data on compensation structure, the metrics used to determine incentive compensation, incentive payout, and goal attainment.

According to the study:

• 97% of Director of Sales and 94% of Sales Managers use goal-based plans as the dominant compensation structure (see figure 1).
• 66% of DOS use total hotel contribution of revenue as the primary performance metric used to determine incentive compensation.
• 81% of Sales Managers use the individual contribution of revenue as the primary performance metric used to determine incentive compensation.
• 10% or less weight is placed on gross overall profit and guest satisfaction metrics by Hotel management companies to determine incentive pay (see figure 2).

Hotel Management Company Incentive Plan Research Report is an excellent resource for special projects and a strong reference for hospitality incentive program design metrics and key insights. Visit HSMAI to download the full report for more data, unique insights, and a complete appendix containing plan component details.

This research report is made possible with the support of HSMAI Organizational Member companies.

The Hospitality Sales and Marketing Association International (HSMAI) is committed to growing business for hotels and their partners and is the industry’s leading advocate for intelligent, sustainable hotel revenue growth. The association provides hotel professionals and their partners with tools, insights, and expertise to fuel sales, inspire marketing, and optimize revenue through programs such as HSMAI Digital Marketing Strategy Conference, Adrian Awards, and Revenue Optimization Conference. Founded in 1927 and celebrating 90 years in 2017, HSMAI is a membership organization comprising more than 5,000 members worldwide, with 40 chapters in the Americas Region. Connect with HSMAI at hsmai.org, HSMAI Facebook, HSMAI Twitter, and HSMAI YouTube.

About ZS
ZS is a professional services firm that works side by side with companies to help develop and deliver products that drive customer value and company results. We leverage our deep industry expertise, leading-edge analytics, technology and strategy to create solutions that work in the real world. With more than 35 years of experience and 6,000-plus ZSers in 24 offices worldwide, we are passionately committed to helping companies and their customers thrive.
To learn more about working at ZS in India, visit www.zs.com or follow ZS in India on Facebook, Instagram, Twitter, and LinkedIn.


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