Setting a weekly upsell target for your front desk team is one of the easiest and most powerful things you can do to drive results.
When your team has a number to hit, motivation increases.
When that number grows slowly and visibly, revenue follows.
Let’s break down how to do it.
Start Simple: Your First Target
For the first week or two, keep it light and achievable:
Hotel Size | Suggested Starting Target |
<100 rooms | 2–3 room upgrades/day |
100–250 rooms | 3–5 room upgrades/day |
Large or high-traffic | 5–7 room upgrades/day |
This can be per day or per shift — whatever fits your team rhythm best.
🎯 Bonus: Set a second mini-target for services (e.g., late check-outs, parking, early check-in).
How to Increase It Over Time
Once your team hits the target consistently for 7+ days:
Increase it by 10–20%
Review guest arrival patterns: Are more early arrivals coming this week? Adjust accordingly.
Monitor room availability — no point in targeting upgrades if premium rooms are sold out.
💡 You’re not aiming for perfection — just progress.
How to Make Targets Work (Behaviourally)
Repeat them every day in briefing
“Let’s hit 3 upgrades today” = shared focus
Track them visibly (whiteboard, sticky notes, Slack post)
Seeing progress keeps the team engaged
Tie them to wins
Hit the goal? Shout it out.
Missed it? Talk about what got in the way — no blame.
What Not to Do
Don’t set a huge stretch goal from day one
Don’t only celebrate big wins — small ones matter
Don’t expect motivation without feedback or recognition
Your FDU target is the heartbeat of the front desk upselling habit.Set it. Talk about it. Grow it. Celebrate it.