Travel + Leisure Co.’s South Pacific Sales Team is a cohesive, innovative and results-driven team that represents the gold standard in vacation ownership sales outside of North America. Not only have they met the challenges of recent years head-on, but they have emerged stronger, smarter, and more effective than at any point in the company’s 25-year history.
A Record-Breaking Year
The numbers tell a compelling story. Across Club Wyndham Asia Pacific and Accor Vacation Club, sales revenue is up 8% on last year, reaching more than US$140 million. This was also 2.5% ahead of an ambitious budget.
Accor Vacation Club achieved sales revenue of US$35 million, 30% above budget – the highest figure in the club’s 25-year history. Average transaction sizes remain at record high levels – currently US$7,167. Accor Vacation Club’s average transaction size is US$15,510, 22% ahead of budget.
Strategic Execution
What makes these figures remarkable is the context in which they have been achieved. Club Wyndham South Pacific is based in Australia and, in the last few years, the laws around vacation ownership fundamentally disrupted the sales methodology the team had relied on for two decades. Where previously, sales representatives could tailor bespoke packages to individual guests based on discovery sessions, the new legal landscape demanded a different approach entirely.
The team chose to see this as an opportunity and overhauled the sales presentation so it offered general advice, rather than personal. The presentation featured compelling video content with staff who were genuine owners, refined discussion tactics for sales representatives, and a suite of pre-determined packages. The result was a presentation that is shorter, more consistent, more engaging and more compliant. It represented a modern move to interest prospects in vacation ownership, rather than hard selling.
While early results were shaky, management believed in the idea. The presentation has undergone changes and sales revenue continues to grow, year-on-year – to the point where it has now hit record levels. Prospects now give Club Wyndham South Pacific sales presentations an average score of 8.18 out of 10, an improvement from 8.08 from last year alone. This presentation was last year rolled out to new Accor Vacation Club sales sites, and is being rolled out across Travel + Leisure Co. Asia sites.
Guests visiting sales have reached all new highs – guest production increased 12% year-on-year, while there was a 12% increase in conversion rate. Club Wyndham South Pacific resorts championed an innovative system combining the resort and marketing teams – encouraging hospitality workers to also book prospects for presentations. This system also serves to make the guest experience more seamless.
Expanding the Footprint: Accor Vacation Club
In 2024, Travel + Leisure Co. bought the development, marketing and sales rights for Accor Vacation Club. Accor Vacation Club memberships had not been sold for years, meaning that Travel + Leisure Co. needed to build sales infrastructure from the ground up.
Travel + Leisure Co. hired experienced sales professionals and sales leaders, and trained them using Travel + Leisure Co. techniques. Sales sites have now been established at Busselton, Palm Cove, Gold Coast (two sites), Melbourne and most recently in Nusa Dua in Bali, along with a virtual team that presents to guests staying at other club properties.
Not only have sales reached record levels for Accor Vacation Club, they continue to impressively exceed their budgets. Sales revenue is 30% above budget, average transaction size is 22% ahead, volume per guest is 25% ahead, and the close rate is marginally higher at 15.5%.
Adapting to Conditions
The team’s virtual sales representatives offer another powerful illustration of the South Pacific Sales Team’s capacity to innovate. Virtual sales were born out of necessity to keep sales happening during the COVID-19 pandemic but, rather than end them in favour of on-site presentations once restrictions softened, Travel + Leisure Co. has leaned into the idea, improved the virtual sales program over the years, and evolved it into a significant and growing revenue stream.
In 2025, the Livestream team generated US$11.72 million versus US$5 million in 2022, coming out of COVID-1, an increase of more than 100%. Virtual selling is now consistently achieving above budget and represents one of the most exciting growth areas for the business going forward.
Exceptional Performance
Underpinning all of this is a sales philosophy rooted in communication, innovation and team-building, inspired by the great coaches of the NFL. Just as Bill Belichick or Vince Lombardi built championship-winning teams through clear strategy, disciplined execution and the cultivation of exceptional talent, the South Pacific Sales Team operates with the same ethos. Leadership recruits and nurtures top performers, fosters a culture of accountability and mutual ambition, and ensures that best practice cascades consistently across 20 sales sites, virtual sales teams, and more than 300 sales representatives and administrative staff.
