Revised Program for Sales Executives Agencies

BE a BIDDA: "BELIEVE, INSPIRE, DREAM, DO ACHIEVE"

2nd draft.  Please read and understand CMOs please comment:

Memorandum:

TO      :   Chiefs, HR

Subject:  Recruitment, Training, Accreditation and Motivating Sales Executives

1. Goals: 

    1.  To reach sales objective

    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

       <  Add to SEAD)  Certified true and correct:      __________________SOCPN ___________________DATE___________

        Terms and conditions:   (8 pts only)

      1.  The data contained herein are to the best of my knowledge true and correct as of the date herein mentioned;

       2.  That the purpose of this declaration is to obtain livelihood and not for any other reason (like giving commission kickbacks to the buyers nor connive with office  staff to gain more income)

       

      3.  That I am conducting myself in this sales profession in a high standard of ethics and integrity:

           1.  That the sales was obtained in a legitimate effort and hard work;

           2.  That there is no conflict with other sales executives;  it was not jacked nor poached with another sales executive of Holy Gardens

           3.  That I am remitting promptly and honestly all collection/monies entrusted by the customer in my person

           4.  That I will not misrepresent nor make any false claims to the customer about the product just to get sales

           5.  That if I am in an upline position I will not tolerate SE poaching, backbiting, enmity, quarrels but instead  promote teamwork and achievement of targets

    4.    That I will serve and maintain cordial relations serve well customers whom I have sold products to.

    5.   That as an upline I undertake and represent:

          1.  To train and mentor the downlines  on selling and product knowledge;

         2.  Act as surety for money matters (in case of defalcations and malversations)

          3.  That I will pay the downlines the money due them accurately and on time observing the correct commission rate provided by the company

    6.  That commissions will be paid promptly to the head of the agency only provided that the three conditons are met:

         1.  Full downpayment has been made;

         2.  The SE in the agency conducted the tripping

         3.  The PPA has been signed and completed>

 

         

  4.  Commission rate:    This is based on number of downlines or sales performance which ever is higher

                                                        Number of downlines                                           Sales performance

       SE   -   7%    

      SM   -  10  (3% ORC)            < at least 4 sales execs each                                    average 1 million for the past 3 mos>

     SD    -  13% (3% ORC)           <at least 4 sales manager each                               average 3 million for the past 3 mos>

<NB.  This will be implemented prospectively.  However, the marketing coordinator and CMO are enjoined to encourage the old ones to:

     1.  Recruit and expand downlines

     2.  Reach sales target>

5. Documents and reports:

    1.  Organizational chart

    2. Monthly Sales and commission monitoring report/ TARGETS  

    3.  SEAD

Attachment:    A/s

Please attach the forms

Those whose background are yellow and blue and in brackets are new.  Please comment