How Hilton Overhauled B2B Sales and Taught Reps to 'Scrimmage'
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Hilton's sales overhaul reflects the shift toward digital and self-serve in corporate travel procurement. Direct connections and platform tools may change how corporate clients engage with hotels, impacting TMCs and GDS roles.
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- Skift FeedHow 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.