The Sales Productivity Report provides insight into your team’s guestroom and event performance, showing each sales manager’s production during a defined activity period and how the results compare to last year.
How to Access It
Go to Reports › Advanced Reports › Sales Reports › Sales Productivity Report
Overview
- Tracks revenue changes over time for both events and guest rooms.
- Groups results by Owner (Sales Manager) to analyze individual performance.
- Compares selected activity periods to prior years for trend tracking.
- Displays New Definite values, all positive or negative changes, and final totals within the chosen timeframe.
- Combines event revenue and guestroom revenue for a complete performance view.
Sections
- Activity: Changes during the selected activity period.
- Same Time Last Year: Comparison to the same period last year.
- Year to Date: Totals through the end of the activity range.
- On the Books: Prospect and tentative bookings as of the end of the activity range.
Key Metrics
- New Definite: Revenue from events or room blocks that became Definite during the activity period.
- Lost: Revenue from events or room blocks that were Definite at the start of the period and became Lost during the period.
- Reval: Adjustments made to event or room block revenue that were Definite at the start of the period (positive or negative).
- Slippage (Guest Rooms only): Difference between forecasted/blocked and picked-up guestroom values after the block closes (positive or negative).
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Net Definite: Combined total showing final revenue change (New Definite – Lost ± Reval ± Slippage).
Rows
- Room Nights: The total number of guest room nights (blocked/forecasted/picked up) for blocks during the selected period.
- ADR (Average Daily Rate): The average revenue earned per occupied room night, calculated as total guestroom revenue divided by room nights.
- Guestroom Revenue: The total guest room revenue (blocked/forecasted/picked up) for blocks during the selected period.
- Event Revenue: The total event revenue (actual/forecast).
- Total Revenue: The combined value of guestroom and event revenue, providing an overall measure of sales performance.
Filters
To access filters, click the Filters button toward the top right of the report screen.
Filters allow for targeted information to measure performance with accuracy and confidence.
Available Filters
- Activity Date: Defines when changes to bookings or events occurred. Use this to analyze sales activity during a specific period (e.g., last month or quarter). This controls when revenue or room night changes are counted.
- Consumption Date: Specifies when the bookings/events or stays actually occur. This controls which events are represented in the report.
- Locations: Select the property or group of properties to include in the report. Filter to a single hotel, restaurant, or region, or select all to view performance across multiple locations.
- Event Owner: Filter by sales manager or event owner to view performance by individual salesperson. You can also include suspended users to review historical data.
- Date Format: Choose how dates are displayed throughout the report (e.g., MM/DD/YYYY or DD/MM/YYYY). Click Set Default to save your preferred format.
- Use Category Totals: Focus on specific revenue categories (e.g., food, beverage, audiovisual). When selected, event actuals/forecasts are calculated using only the chosen categories.
💡 Tip: Room rental data will not display for definite events if the forecast toggle is on. Room rental data only displays when the toggle is off or the event closed in the activity period.
Recommended Filter Setup
Example: Whitney, a Sales Manager at Bluewater Hotel, runs the Sales Productivity Report each month with the Activity Date set to last month and the Consumption Date extending through next year. This helps her measure new, lost, and revalued business, track performance trends, and share a scheduled monthly summary with her Director of Sales.
Suggested Settings
- Activity Date: 1st–last day of last month → tracks all changes made during that period.
- Consumption Date: Start of last month → any future date → shows bookings impacted by that activity.
- Consumption Date (Alternate): Start of this month → any future date → focuses on upcoming business.
💡 Tip: Save variations (monthly, YTD, by owner) to reuse and compare performance.
Forecast Toggle
When Forecast Toggle is Off
Use this setting to view event actuals and blocked guest room values only.
Event actuals = total of menu items added to Tripleseat documents + room rental for the event.
When Forecast Toggle is On
Use this to display forecasted values for definite events and guestroom blocks.
If an event or room block turns definite and closes in the activity period, then actualized revenue will display in the New Definite column.
💡 Tip: Configure event forecasting in Settings › Advanced Location Settings › Forecasting tab.
Learn more about Hotel Forecasting:
Sales Productivity Use Cases
- Monthly Sales Review: Use last month’s activity to compare new vs. lost revenue by owner.
- Consumption Dates: Set Consumption Date Start = Start of This Year to capture slippage on recently closed blocks.
- Category Tracking: Filter by MIC (e.g., F&B only) to isolate specific revenue segments.
- Forecast Accuracy: Keep event projections accurate with forecasting.
Save & Share Reports
Keep preferred filters and layouts for recurring use or team sharing.
When a report is complete:
- Go to the top right of the screen to bookmark or export the report into a CSV file for further analysis.
- Once bookmarked, click the ellipsis (⋯) next to the report to share or delete it.
Tips for Success
- Combine Activity Date + Consumption Date to connect when business was booked with when it occurs.
- Filter by Event Owner to analyze sales manager performance.
- Export to CSV for extended analysis and sharing.
- Configure team sales goals under Settings › Sales Goals and Performance to review against production each month.
Learn more about Hotel Sales Goals:
Data refreshes every 3–4 hours following event or block changes.