Want to turn upselling into a habit your front desk actually sticks to?
It starts with a clear, visible, and achievable goal — and a rhythm that reinforces it.
This guide will show you how to make goal setting simple, fun, and effective.
Step 1: Set a Weekly Target
Start small — the goal is to build consistency, not pressure.
Suggested Weekly Targets:
Hotel Size | Room Upgrades/Week |
<100 rooms | 10–15 |
100–250 rooms | 20–30 |
Busy or high-conversion | 35–50+ |
💡 Tip: Also set a mini-goal for add-on services like early check-ins, late check-outs, or parking (e.g., 10 per week).
Step 2: Talk About It Daily
Use your daily shift briefing to bring the goal to life.
This keeps it top-of-mind — especially during busy days.
Here’s what to say:
“Team, we’re aiming for 25 upgrades this week — we’re already at 14!”
“Yesterday we hit 4 upsells. Let’s try for 5 today.”
“Top floor rooms are available today — great upsell opportunity!”
⏱ Keep it under 2 minutes. Repetition = habit.
Step 3: Track Progress Visibly
Motivation increases when people see how they’re doing.
Ideas:
Whiteboard or poster in the back office
Sticky notes with upgrade counts
Slack update at end of shift
Physical goal tracker (e.g., jar with coins/marbles)
Step 4: Celebrate When You Hit the Target
Upselling is hard work — recognition matters.
Ways to celebrate:
Free coffee or snacks for the team
Shoutout in team meeting
Funny GIF + “Upsell MVP” badge in group chat
“Mystery prize” draw if goal is hit
💬 Bonus: Highlight how they did it
“We hit 30 upgrades this week — huge shoutout to Anna who pitched that family suite perfectly!”
❌ What Not to Do
Don’t set unrealistic targets out of the gate
Don’t forget to celebrate — even small wins
Don’t ignore effort if the guest just wasn’t the right fit
When your team sees a target, talks about it daily, and gets rewarded for hitting it — upselling becomes second nature.