Now that we’re well into 2026, how are those January resolutions coming along?
For hotel revenue managers, it’s easy to get caught up in the daily grind and let good intentions slide. But stepping back to focus on best practices is a worthwhile exercise at any time of year.
The hospitality industry has decades of revenue strategy lessons to draw from. Here, we distill that wisdom into five habits that separate good revenue managers from great ones.
1. Be Proactive, Not Reactive
If you feel like you’re always playing catch-up, you’re not alone.
With constant fires to put out, reports to run, and rates to update, it’s easy to let strategy fall by the wayside – and just hope for the best.
But as the saying goes, hope is not a strategy.
Great revenue managers make time for planning. They stay one step ahead by:
- Setting clear objectives
- Automating manual tasks
- Maintaining a daily routine
- Updating forecasts regularly
- Adapting strategies to shifting conditions
Whether demand drops, spikes, or surprises you, being proactive means you’re always ready to seize opportunities.
Expert insight: “Leadership in revenue management today demands a proactive mindset. It’s not enough to wait for the market to dictate what’s next; we must set the pace.” – Fernando Vives, Chief Commercial Officer, Minor Hotels
2. Turn Uncertainty into Confidence
If you’re like most revenue managers, the sheer volume of data coming your way each day can feel overwhelming. Sometimes it’s easier to rely on intuition.
But great revenue managers don’t guess. They ground their decisions in data.
This means staying on top of stay on top of:
- The latest numbers: KPIs, pick-up, booking pace, and variances
- The comp set: who’s charging what and why
- Market segments: who’s booking, who’s price-sensitive
- Distribution channels: where profit comes from (and where it doesn’t)
When you truly understand what’s happening and why, you can move fast and act with confidence.
Expert Insight: “Translate data into narrative. People rarely remember a complex chart, but they never forget a compelling story.” – Sherri Kimes, Professor Emeritus, Cornell School of Hotel Administration
3. Turn Chaos into Clarity
Knowing your numbers is key, but it’s still not enough.
The best revenue managers are also skilled communicators. They bring clarity to complexity, helping GMs, owners, and teams understand the reasons behind revenue decisions.
That means:
- Explaining performance clearly and concisely
- Backing decisions with logic and insight
- Building trust by showing the “why” behind the “what”
- Staying grounded, even under pressure
When you master the messaging as well as the math, you elevate your role from analyst to leader.
Expert Insight: “Revenue management is like babysitting. You try to keep things calm, but chaos can break out at any moment. Those GM’s … I tell you.” – Fabian Bartnik, Founder, Infinito
4. Automate, but Stay in Control
Even the sharpest revenue manager can’t do it all manually, nor should they try to.
Today’s leaders rely on an revenue management system to handle forecasting, comp set monitoring, reporting, and day-to-day pricing. That way, they can focus on the bigger picture.
But automation doesn’t mean giving up control. Great revenue managers stay in the driver’s seat by:
- Defining revenue objectives, pricing rules, and guardrails
- Ensuring systems are integrated and aligned (PMS, RMS, channel manager)
- Monitoring performance and stepping in when needed
With the right tools, revenue managers have more time to do what they do best: driving results.
Expert Insight: “Every minute revenue managers can save from manual, non-revenue generating work is a minute they can rededicate to making you money.” – Kelly McGuire, Chief Commercial Officer, Kasa.
5. Aspire to Be Great, Not Just Good
As business author Jim Collins said, “Good is the enemy of great.”
Great revenue managers aren’t satisfied with simply hitting their targets. They want to exceed them. They know success isn’t just about numbers; it’s about leadership, growth, and forward momentum.
They’re committed to:
- Learning from the past to improve the future
- Collaborating with teams to pursue long-term wins
- Exploring new ideas, strategies, and tools
- Continuously building their skills and sharpening their edge
Expert Insight: “Good revenue managers adjust rates and monitor pick-up. Excellent revenue managers drive cross-functional decisions, shape demand, and build long-term growth engines.” – Thibault Catala, Founder & CEO, Catala Consulting
Now You’re Back on Track
By staying proactive, grounded in data, clear in communication, and firmly in control, revenue managers can cultivate the habits they need to perform at their best. And they inspire others to do the same.
Find out how to build the foundations for your best revenue year yet.
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