My own take on first half (H1) Performance

Goal:   To achieve sales of P50+ million in sales for H2

Reality:   Sales Performance of 30%+

This is worse than 2013 when we achieved 50+.  I would say that was our banner year.  We did 200 plots  in June 2013

What are my and your alibis?

We supported the H2 with new products and other financial support. However the following were not forthcoming or non existent:

1.  Lack of staff:

    At Panga, Calapan, Oton and La Union. 3ffb

   The HR and 3ffb tent) were unable to effectively hire  and fill the vacancies.

   The lack of staff also stems from high turn over at 3ffb;  many were not qualified (not properly oriented) or were fired by the directors for misdemeanor.  The 3ffb lacked the intellectual capital to deal with Q and A and problems.

Those who were left usurped authoriy made decisions that did not have prior approval, and did not process requests from SBU promptly

2.  Improper processing:

Concerned:

1.  Documents;

2.  AP

3.  Commissions and incentives

4.  Contracts

5.  Salary scale.  The 3ffb only implemented the salary scale for her own and not the sbu

3.  Lack of FAR (focus, attention, and reverence)

1.  The SBUs were reporting to other parties and taking orders from other staff officers and not to direct reports.

2.  Intrigues/disinformation and  demotivating statements were spreading around. and this even concerned the integrity of the very senior officers.

3.  Non conformance of to job description.  There were some information that:  1.   one technical staff checks on the whereabouts of an officer on a travel mission 2.  one reports to somebody else the same person that he has left to someone else.

This office wonders what on the earth happened to job description, obedience and performance

3.  Non conformance of the SBU regarding:

1.  Reports  

   1. text reports were not filled up

   2 The CMOs report were not submitted regularly

     On the Kaizen report:  there are 5 to  6 items on kaizen report and should reflect that the pictures taken were kaizen. Improvement. Kaizen means improvement.

   3.  Best pictures while submitted regularly were not exactly the best pictures.  Some are recycled., and some are very few.  Always strive for best pictures and cover all:   office, site, customers, agents, and our staff serving customers.

   4.   FOFF they are not done regularly.  These are opportunities for us to prospect and gain customers and they are lost

   5.  What was  mentioned in the H2 Marketing plan documents were:

       1.  OUr staff and SE failed to capitalize on CAPF and  BVO/Memorial Package despite the 3rd parties saying that these are gold mines for us.

4.  Lack of knowledge

     1.  Non submission of book reports

     2.  Lack of response to Community Blog, and FB Holy Gardeners.

     3.  Journal reportsl

WTDN

1.  One on one with CMOs to be conducted by  JUS MC;  first  -  MM tomorrow July 8, 2014;   next BGG and RCC

2.  JUS and MC will attend sales meeting.

3.  Hire a GM or EVP at the 3ffb, implement new salary scale. hire new staff 

Topics for one on one:

WHERE ARE WE NOW?

1.  H1 Performance:

    Of the entire group;  of your sbu

    Sales collection

   What did you do well;  

   What did you did not do well?

2.  What are the H1 Targets

   For the group

   For the sbu

3.  What are the 2014 strategies

WHERE ARE WE GOING?  

H2 TARGETS:   Sales and collection

FOR THE SBU

FOR THE ENTIRE GROUP  (We will do a severe workshop here;  be ready)

Your sbu administrative plan?

Performance evaluation  

2.  How do we get there?

1.  Products:

You must be prepared for:  

1.  Q and A

2.  Sales presentation/persuasive communication/oral and written

    1.  Ordinary unbundled

         Benefits

         What are unique

         MVP  (Main Value Proposition)

    2.  Bundled:

         options:   CUO,  FSO,  ISO

        At Need;   Pre Need

       What are the benefits

    x3.   SIP  (We are not offering this again)

    (4.  Lawn double interment for lease:    P15t plus P15 interment. for 5 years.  renewable.

    5.  Bone crypts to serve  Catholic and Municipal deceased  whose term have expired.  Single purchase in perpetuity. subject   for approval)

    6.  Ash Crypts.

7 .  CAPF

2.  Sales Agencies

    1.  ISE  (Independent Sales Agencies)

        1.  Positions and rates

         2.  Accreditation

             Issuance of ID. Letter of Authority, and calling  cardcs.

        3.  Conduct of sales meeting.  Agenda in sales meeting

        4.  Rewards and recognition

            1.  Sales awards

            2.  Allowances:

                 1.  TEnting

                 2.  Sales meeting attendance

                 3.  Recruitment

     2.  Office Sales Executives

          1.  Qualifications

          2.  Training

          3.  Job Description 

               Divisionalization (as ash crypts only, corporate, bundles)

         4.  Allowances  (attendance and processes to be observed)

     3.  Calendar of Events for H2.

     4.  Requested budget and expected returns

          WHAT TO DO TO PRODUCE PROMISED RESULTS?

         1. Promo Items

         2.  Budget for events and sales meeting

Cynthia must have consolidated summary of  3 and 4

For those who will attend the one on one, PLEASE COMPILE ALL YOUR FILES IN HARD COPY FORM FOR DISCUSSION AND DETAILED WORKSHOP.  Please do so now.

BE PREPARED.

For compliance

Jorge US

Holy Gardens Group

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