Recruitment, Training, Accreditation and Motivating Sales Executives

Memorandum:

July 28, 2014

TO      :   Chiefs, HR

Subject:  Recruitment, Training, Accreditation and Motivating Sales Executives

1. Goals: 

    1.  To reach sales executive

    2.  To double number of sales executives (agents)

    3.  To retain and motivate sales executives

2.  Reality:

    1.  We had have difficulties in paying our agents promptly because their accounts were not established (they are not accredited)  Finding their TIN and even their complete and accurate names has been a difficulty.

        We could not even establish their sales performance for prizes, points and awards.

       Some agents/execs do not know if they are authorized.

       The recruitment by SBUs of sales agents has been nil if not anemic.

3.  What to do:  establish a system/program for the recruitment, training accreditation and motivating sales agents.

Definition of terms:

Sales executives  -  duly recruited, trained, identified, accredited personnel selling memorial park plots and packages for Holy Gardens group

Sales managers -   are senior sales executives who have under them at least 4 downlines (sales executives) who are delivering sales.  Their commission rate is correspondingly higher.(by 3%)

Sales directors -  are senior sales managers who have their downlines at least 4 sales managers, who are and whose downlines are delivering sales.

REGISTRY AND ACCREDITATION OF SALES PERSONNEL

The following are the documents required to register and accredit a sales personnel (Note that our sales personnel are on commission basis, and are not considered employees but are independent contractors as  per BIR terms)

1.  Letter of authority (good for one year renewable)

2.  ID as Sales Executive (properly labelled as independent contractor)

3.  Sales Executive Achievement Declaration

     Contains:

      TIN #

      HGMP data:   SE since:

      Position:   SE,  SM,    SD  (please check)

     Commission rate:

     Upline:   1. SM  (state name)

                   2.  SD  (state name)

      1.  Basic data:   Name, Address, Tel no(landline and CP, email add, 

      2.  Personal data:     spouse, children, birthday, wedding anniversary, 

                                 educ attainment,  birthplace, age, civil status

       3  Outside selling experience

       4.  Sales achievement:

          Past years:

          2013

          2012

          2011

           H1 Sales performance  vs target

          July   Performance   vs Target

          August   Performance vs  Target

  4.  Commission rate:

      SE   -   7%

      SM   -  10  (3% ORC)

     SD    -  13% (3% ORC)

    The sales personnel maintains this rate if:   

     1.  The group or produce minimal sales;   meeting sales target is preferred.

     2.  They regularly attend events and sales meeting

  5.  Steps in being a sales executive for an agency group:

      1. Recruitment

         The SE may be recruited by an upline (SM or SD) especially during sales meeting for which the SE gets P100:  P50.00 during the sales meeting, and P50.00 when the recruit performs

        Minimum qualifications:

       1. Of good moral character; no crimes involving theft estafa, scam or thelike

       2.  Has been a resident of the place for at least 3 years;

       3.  At least  high school graduate

       4.  With past selling experience:  Avon, Natasha, Amway,  Forever living

       5.  Can at least list down 50 prospects

       For independent sales contractor who do not wish to be under an upline:

      1.  The applicant must  produce at least 3 sales to be paid only referral fee.  The fourth sale shall be paid full 7% commission.

2.  Training shall cover:

     1. Motivation and leadership

      2.  Product and price knowledge  (computation of dp and ma)

           The Holy Gardens benefits and advantage

      3.  Sales presentation/handling objection/closing

Other benefits and prizes:

1. Tenting allowance of P500.00 per tenting duty day for an assigned agency.

2.  Sales meeting allowance of P100.00 per attendee

3.  Recruitment allowance of P100.00  :  P50.00 when brought to the office for registry and training;  P50.00 when the the trainee sells.

4.  Gift checks for 2 or more sales performance 

5.  Ice breaker (for the first to sell in the SBU for the month)

6.  Office Sales Executive  (OSE)

     At the recommendation and initiative of the SBU, the Chief may recommend that they have OSE Office Sales Executive.  OSEs shall be utilized for product management and divisionalization, ie for specialized selling.  They have allowances and commission, but with targets to be reached.  However, if they do not reach targets for two months, they get only the commission and lose  the allowance

   They shall be assigned specific products and areas to be covered/sold as crypts, chapel use, Funeral service, corporate selling,  memorial packages

   They must conform to attendance/training and works schedule to get their allowances

    They could be recruited from office applicants who do do not meet/pass the testing, educational attainment requirements

     Suggested allowance, targets and commission rate

                          month                   Target                

                            1                         300,000

                            2                         400,000

                            3                         500,000

                            4                         700,000

                            5                      1,000,000

                   Commission rate

                         one million and below   2.5%

                         one million to to 2.5 million 3.0%

                         2.6 million to 5 million         4.0%

                           

                        above 5 million                     5.0

The OSE has an advantage:

1.  Over walk ins call ins and those who respond to social media

2.  The customer data, CRM data sheet

3   The training and constant availabilty at the site, hence the lower rate.

In case of conflict with ISE, the benefit of doubt is given to the ISE

(1st draft pls comment Cynthia for revisions)

      

                  

    

         

     

  

Jorge US

Holy Gardens Group

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