The Eclat 10-Point Sales Role Diagnostic Tool
Why so many hotels are hiring Sales Managers who look great — but don’t deliver.
We’ve been asked the same question by hotel GMs and HR leaders:
“Why can’t we seem to hire a good Sales Manager anymore?”
The issue isn’t effort. It’s clarity.
Too often, Sales roles are defined with hope, not structure — and candidates are hired for confidence, not conversion.
That’s why we created the Eclat 10-Point Sales Role Diagnostic Tool — a simple, powerful framework to help you assess whether a Sales Manager (or candidate) is really set up to succeed.
What It Helps You Do
Evaluate if your open Sales role is defined clearly enough
Screen candidates on performance traits, not just polish
Audit your current team for growth potential
Spot red flags before a wrong hire happens
You’ll assess things like:
Do they truly understand your revenue segment?
Have they retained client relationships across jobs?
Are they clear on why they’re still in hotel sales?
Are they capable of leading others — not just hitting KPIs?
You can use it as a checklist, interview prep guide, or self-assessment form.
🧠 The Eclat 10-Point Sales Role Diagnostic Tool
“Is your Sales Manager really built for results — or just good on paper?”
Score each point:
✅ Yes | ❌ No | ❓ Not Sure
🔎 SECTION 1: FIT TO FUNCTION
- Segment Mastery
Does the candidate have depth in your hotel’s key revenue segment (e.g., MICE, Corporate, Leisure)? - Market Familiarity
Do they understand the buyer psyche in your catchment area?
(They should know how to sell in Pune very differently from how to sell in Goa.) - Deal Ownership
Can they run a lead from prospect to payment — without escalation or dependency?
True closers don’t hide behind the DOSM. - Revenue Storytelling
Can they connect sales actions to revenue outcomes?
Example: “This group brought in ₹18L across 3 months” — not “we had a lot of events.” - Collaboration with Ops
Have they worked with Front Office, Banquets, Revenue, and Kitchen teams to close or rescue deals?
🧠 SECTION 2: BEHAVIOUR & BELIEF
- Relationship Retention
Do they have repeat clients or accounts that followed them?
This signals trust, not just one-time hunting. - Follow-Through Discipline
Can they share how they track leads, follow-ups, and cold outreach?
We’re looking for a rhythm, not reliance on memory or CRM alone. - Clarity of Motivation
Do they know why they’re still in hotel sales?
Are they passionate about the industry, or just here for a salary? - Self-Awareness & Growth Trajectory
Can they articulate their growth areas and how they’re improving?
The best Sales Managers don’t fake perfection — they demonstrate evolution. - Leadership Readiness
Are they coaching junior execs, managing small teams, or influencing others beyond their KPIs?
Even if they’re not a DOSM yet, the signs should show.
✅ HOW TO USE THIS
- Before hiring: Use it in shortlisting + final interviews
- For current team: Self-audit Sales Executives & Managers
- For internal promotions: Spot future DOSMs early
💡 Tip:
Even a 7/10 score can indicate a great fit — if the missing 3 are coachable.
But if they fail on 2 or more from Section 1, it’s likely a role mismatch.
🤝 Need help assessing a real Sales Manager?
We’re happy to run the diagnostic with you, no pitch, just perspective.
📩 Write to us at p.bedi@eclathospitality.com
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Eclat Hospitality recruitment
With over 500 properties and 2,500 rooms across cities like Delhi, Noida, Gurgaon, Mumbai, Chennai, Ahmedabad, and Pune, offer thoughtfully designed spaces that blend modern aesthetics with a warm ambiance.
From business hotels and corporate residences to serviced apartments and apartment hotels, our accommodations are tailored to provide more than just a stay—they create memorable experiences. Committed to personalized service and exceptional hospitality, we strive to set a new standard in the industry.