How to Create a 5-Day Hotel Revenue Manager Training and Onboarding Plan

Date modified: 21st July 2025 | This article has been written by Pilla Founder, Liam Jones, click to email Liam directly, he reads every email.

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Day 1: Foundation and Property Integration

The first day focuses on creating a solid foundation for the revenue manager role whilst integrating the new hire into your hotel's specific systems and culture.

This foundation day ensures your new revenue manager understands the property's operational flow, team dynamics, and their crucial role in maximising revenue and profitability.

Hotel Systems and Structure Orientation

Why it's essential: The revenue manager must understand every aspect of hotel operations to make effective pricing decisions. Without comprehensive system knowledge, revenue management becomes reactive rather than strategic.

Key activities:

ElementInstructionsNotes
Property TourWalk through each department, explaining workflow, guest touchpoints, and interdepartmental relationshipsEmphasise how departments impact the guest experience and pricing value
Organisational Structure IntroductionIntroduce each department head, their roles, and reporting relationshipsClarify the revenue manager's position within the hierarchy
PMS and RMS SystemsDemonstrate property management system, revenue management system, and channel manager integrationPractice using all revenue tools
Business Mix OverviewExplain typical business segments, their booking patterns and price sensitivityShow how segment mix changes throughout seasons

Team Integration and Role Clarification

Understanding team dynamics and establishing cross-departmental relationships is crucial for revenue manager success.

Key activities:

ElementInstructionsNotes
Meet Department HeadsFormal introductions with discussion of how each department impacts and is impacted by revenue decisionsEncourage questions about how pricing affects their operations
Shadow Current Revenue TeamObserve existing revenue processes during daily and weekly activitiesTake notes on reporting patterns and decision-making methods
Review Hotel PoliciesCover rate parity, overbooking policies, and minimum length of stay requirementsEmphasise revenue manager responsibilities in maintaining compliance
Establish Communication ProtocolsDiscuss communication channels with sales, front desk, and reservations teamsNote any interdepartmental considerations for effective pricing decisions

Basic Revenue Management Principles

Introduce fundamental concepts that underpin effective hotel revenue management.

Training focus:

  • Understanding the relationship between ADR, occupancy and RevPAR
  • Recognising booking pace patterns and demand indicators
  • Learning segmentation and customer value assessment
  • Developing awareness of pricing elasticity and competitive positioning

Day 1 Assessment Questions:

  • Can they navigate the PMS and RMS systems independently?
  • Do they understand the hotel's business mix and key market segments?
  • Have they grasped basic revenue KPIs and their relationships?
  • Are they comfortable with the team and property environment?

Day 1 Success Indicators:

  • Demonstrates understanding of hotel systems and departmental relationships
  • Shows comfort level interacting with all team members
  • Asks relevant questions about pricing strategy and demand patterns
  • Takes initiative in learning revenue management systems

Day 2: Market Analysis and Pricing Strategy

The second day deepens the revenue manager's understanding of market dynamics and strategic pricing methodology.

This analytical day builds the foundation for data-driven decision making and competitive positioning in your specific market.

Competitive Set Analysis

Why it's essential: Understanding your hotel's position relative to competitors enables strategic pricing decisions rather than reactive adjustments.

Key activities:

ElementInstructionsNotes
Competitor IdentificationReview primary and secondary competitive setsExplain how each competitor impacts different market segments
Rate Shopping ToolsTrain on rate shopping tools and STR reportingPractice extracting actionable insights from competitive data
Positioning AnalysisEvaluate your property's strengths and weaknesses versus competitorsConnect property attributes to value perception and pricing power
Competitive Strategy SessionDevelop responses to common competitor pricing movesCreate decision trees for different competitive scenarios

Demand Forecasting Techniques

Accurate demand forecasting is the cornerstone of effective revenue management.

Key activities:

ElementInstructionsNotes
Historical Data AnalysisReview booking patterns from previous years and seasonsIdentify patterns, anomalies, and reliable indicators
Market Events CalendarBuild awareness of local events, holidays, and demand driversConnect events to specific segment impacts
Pace ReportingTrain on pace report creation and interpretationPractice making occupancy and rate projections
Forecast Accuracy MeasurementIntroduce forecast accuracy tracking methodsEstablish expectations for continuous improvement

Rate Structure Management

Develop a comprehensive understanding of your property's rate architecture.

Training focus:

  • Building effective BAR (Best Available Rate) structures
  • Implementing strategic rate fences and restrictions
  • Designing package and promotional offerings
  • Developing corporate and group pricing strategies

Day 2 Assessment Questions:

  • Can they identify key competitors and their pricing strategies?
  • Do they understand how to create and interpret demand forecasts?
  • Have they grasped the rate structure and its strategic application?
  • Are they comfortable making data-driven pricing recommendations?

Day 2 Success Indicators:

  • Demonstrates ability to analyse competitive data and extract insights
  • Shows understanding of demand patterns specific to your property
  • Asks thoughtful questions about pricing strategy and implementation
  • Takes initiative in identifying revenue opportunities

Day 3: Channel Distribution and Inventory Management

The third day focuses on mastering distribution channels and inventory allocation strategies.

This operational day ensures your revenue manager can effectively control availability and pricing across all booking platforms.

Channel Management and OTA Relationships

Why it's essential: Effective channel management ensures rate parity, optimal visibility, and maximum revenue capture across all booking platforms.

Key activities:

ElementInstructionsNotes
Channel Mix AnalysisReview contribution by channel and associated costsHighlight profitability differences between channels
OTA Extranet TrainingDemonstrate management of content, promotions, and visibility settingsPractice optimising OTA presence
Direct Booking StrategyExplain value of direct bookings and conversion tacticsConnect website analytics to booking performance
Channel Manager MasteryTrain on inventory and rate distribution across channelsPractice implementing channel-specific strategies

Inventory Allocation and Restriction Management

Strategic inventory management maximises revenue during both high and low demand periods.

Key activities:

ElementInstructionsNotes
Room Type OptimisationReview upselling opportunities and room type pricing differentialsPractice setting optimal room type spreads
Length of Stay ControlsTrain on implementing minimum/maximum stay restrictionsConnect restrictions to demand patterns
Closed to Arrival/DepartureDemonstrate strategic use of arrival and departure controlsPractice identifying when to implement these controls
Non-Last Room AvailabilityExplain channel-specific inventory allocation strategiesHighlight how to protect high-value inventory

Booking Pace and Pickup Analysis

Develop skills to monitor and respond to booking activity in real-time.

Training focus:

  • Analysing booking pace against forecasts
  • Identifying booking pattern anomalies and appropriate responses
  • Understanding pickup reporting and implications
  • Developing strategies for periods of unexpectedly high or low demand

Day 3 Assessment Questions:

  • Can they manage rates and inventory across all distribution channels?
  • Do they understand when and how to implement booking restrictions?
  • Have they grasped the relationship between channel mix and profitability?
  • Are they comfortable making real-time inventory allocation decisions?

Day 3 Success Indicators:

  • Demonstrates ability to update rates and availability across channels
  • Shows understanding of strategic restriction implementation
  • Asks insightful questions about channel optimisation
  • Takes initiative in identifying distribution improvement opportunities

Day 4: Advanced Revenue Tactics and Problem Solving

The fourth day elevates the revenue manager's skills through complex scenario management and advanced revenue techniques.

This tactical day builds problem-solving capabilities and introduces sophisticated revenue maximisation strategies.

Complex Pricing Scenarios

Why it's essential: Advanced pricing scenarios require nuanced approaches that balance short-term revenue capture with long-term strategic positioning.

Key activities:

ElementInstructionsNotes
High Compression PeriodsTrain on maximising revenue during peak demandPractice identifying optimal price points without alienating loyal guests
Low Demand StrategyDevelop tactics for stimulating bookings during soft periodsBalance discounting with value-add approaches
Group Displacement AnalysisDemonstrate evaluation of group business against transient potentialPractice calculating true group value
Special Event PricingCreate strategies for one-time and recurring special eventsConnect pricing to demand curves before, during, and after events

Revenue Stream Coordination

Effective revenue managers must optimise multiple revenue streams simultaneously.

Key activities:

ElementInstructionsNotes
Total Revenue ManagementIntroduce ancillary revenue optimisation techniquesConnect room pricing to F&B, spa, and other revenue opportunities
Function Space OptimisationReview meeting space pricing and availability managementPractice function space displacement analysis
Upselling ProgramsEvaluate pre-arrival and front desk upselling opportunitiesDevelop incentive structures for successful upselling
Loyalty Program IntegrationExplain how loyalty considerations impact pricing decisionsBalance member benefits with revenue maximisation

Crisis and Opportunity Management

Develop frameworks for handling unexpected market changes effectively.

Training focus:

  • Creating contingency plans for demand disruptions
  • Identifying and capitalising on unexpected demand opportunities
  • Managing pricing during competitive disruptions
  • Developing crisis pricing protocols for natural disasters or market shocks

Day 4 Assessment Questions:

  • Can they create effective strategies for complex market scenarios?
  • Do they understand how to balance multiple revenue streams?
  • Have they grasped the principles of total revenue management?
  • Are they comfortable making quick decisions under pressure?

Day 4 Success Indicators:

  • Demonstrates ability to develop nuanced pricing strategies
  • Shows understanding of ancillary revenue optimisation
  • Asks strategic questions about balancing short and long-term revenue goals
  • Takes initiative in identifying total revenue opportunities

Day 5: Strategic Planning and Performance Review

The final day focuses on long-term revenue strategy development and performance management.

This strategic day ensures your revenue manager can plan effectively while establishing clear performance expectations.

Strategic Revenue Planning

Why it's essential: Long-term revenue success requires strategic planning that aligns with property goals and market evolution.

Key activities:

ElementInstructionsNotes
Annual Strategy DevelopmentDemonstrate annual revenue planning processConnect revenue strategy to broader property objectives
Budgeting and ForecastingTrain on budget creation and forecast integrationPractice developing realistic but ambitious targets
Segment Strategy PlanningReview approach to developing segment-specific strategiesHighlight high-potential segments for growth
Technology RoadmapDiscuss revenue technology evaluation and implementationConnect technology investments to revenue capabilities

Performance Analysis and Reporting

Effective revenue managers must measure, report, and improve performance continuously.

Key activities:

ElementInstructionsNotes
KPI Dashboard DevelopmentTrain on creating effective performance dashboardsPractice identifying actionable insights from data
Variance AnalysisDemonstrate how to analyse performance against forecastsDevelop root cause analysis techniques
Executive ReportingReview communication strategies for different stakeholdersPractice presenting revenue insights effectively
Continuous ImprovementEstablish processes for regular strategy refinementDevelop test-and-learn approaches to revenue tactics

Professional Development Planning

Create a roadmap for ongoing skill development and career progression.

Training focus:

  • Identifying key knowledge gaps and learning resources
  • Establishing industry networking opportunities
  • Planning certification and educational milestones
  • Creating mentorship relationships within the organisation

Day 5 Assessment Questions:

  • Can they develop comprehensive revenue strategies aligned with property goals?
  • Do they understand how to create and analyse performance reports?
  • Have they grasped the importance of continuous learning and improvement?
  • Are they comfortable presenting revenue insights to various stakeholders?

Day 5 Success Indicators:

  • Demonstrates ability to think strategically about long-term revenue optimisation
  • Shows understanding of performance measurement and analysis
  • Asks thoughtful questions about career development and learning opportunities
  • Takes initiative in identifying personal growth areas