Event Temple offers three Group Sales Reports, each providing different insights to help you better understand your group sales activity and performance.
Group Sales Productivity (Original Report)
This report provides an overview of group rooms and Revenue currently on the books based on selected criteria.
Note: By default, the report uses booking status transition dates (when a booking became Tentative or Definite), not arrival dates. Adjust the filters as needed to match your reporting requirements.
Group Sales Productivity Detail
The Group Sales Productivity Report Detail provides insight into seller productivity and overall sales performance over a specified period of time (activity dates). It measures what was booked definite and changes to those bookings throughout the booking lifecycle.
It helps identify trends, recognize top performers, and uncover coaching opportunities by providing key performance metrics such as New Definites, Revaluations (Future Revals), Slippage, Definite to Lost/Downgrade, and Net Definites.
Group Sales Productivity Summary
Provides a clear summary of the hotel’s productivity grouped by seller.
You can adjust the activity date range, guest room values ((blocked, contracted, net), stay year, and select an assignee.
Metric Definitions
The Group Sales Productivity Report tracks five key metrics, each representing a different stage of the booking lifecycle.
New Definites – Bookings that became Definite during the reporting period. Revenue and rooms are calculated using the booking's ending values, with guest room values based on either Pickup or the selected Guest room Value setting.
Revaluations (Revals) – Revaluations (Revals) are increases or decreases in value for bookings that were Definite at both the start and end of the Activity Date Range, and where pickup was not marked complete. If pickup was marked complete during the period, that booking is counted under Slippage instead.
Slippage – The difference between the expected guest room or event revenue and the final pickup value for bookings marked as Pickup Complete during the reporting period. This measures the variance between what was originally anticipated and the final realized production.
Downgrades – Bookings that started the reporting period as Definite but changed to a non-Definite status (such as Tentative or Lost). These are reported as negative production using the booking's value from the beginning of the period.
Net Definites – The overall production for the reporting period. This combines New Definites, Revaluations, Slippage, and Downgrades to provide a single net measure of seller performance.
Wondering Which Report to Use?
You may have noticed that there are several Group Sales Productivity reports available. While they all provide insight into group sales activity, they focus on different levels of detail.
Group Sales Productivity Detail: Provides a deeper look at seller and booking-level production, making it easier to understand individual booking activity, progression, and sales performance.
Group Sales Productivity Summary: Provides a high-level snapshot of each seller’s productivity, giving you a quick way to compare performance and see overall production at a glance.
Common Use Cases
Monthly Sales Performance Review
Set the Activity Date Range to Last Month, select All Assignees, and export the Summary View grouped by Assignee. This provides a clear seller-by-seller overview of bookings, changes, and lost business during the reporting period.
Bonus & Commission Calculation
Use the Summary View with the relevant seller(s) selected and group by Organization or Assignee. Net Definites shows the total revenue credited to each seller for the selected period. Adjust the Stay Year filter if incentives are based on stay year in addition to booking activity
Exporting
When exporting the report, HTML or PDF formats are best for a formatted, easy to read version of the report, while the CSV format provides a flat-file format that’s ideal for further data analysis or use across hotel chains and multiple properties.
