Fwd: Recruitment, Training, Accreditation and Motivating Sales Executives

This is the later upgraded corrected version

Jorge US

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>

    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)

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

      

                  

    

         

     

  

Jorge US

Holy Gardens Group

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