How Hilton Overhauled B2B Sales and Taught Reps to 'Scrimmage'

Hilton has restructured its global B2B sales operation to reflect post-Covid changes in how corporations shop for and book hotels. The sales organization is now divided into three 'prongs': digital self-serve, digital buyers needing human support, and large accounts requiring direct-seller advisors. Hilton for Business has surpassed 400,000 enrolled companies but lacks budgeting, spend-tracking, payment, and travel-coordinator tools, with upgrades planned for late 2025/early 2026. Hilton's direct connection with Navan aims to reduce rate suppression and leakage, with competitors testing similar models.