Invest in sales team, trainer tells companies

CEBUANO companies should motivate their sales people to boost customers and sales growth, a trainer said.

“Helping the sales professionals become better in their career will not only improve their lives but will also improve the company and help improve the (Cebu economy),” said Adrian Ding, chief empowering officer and founder of Maximum Impact Philippines, a company that specializes in training solutions for companies, multinationals, non-government organizations, academe and individuals.

Ding said sales professionals have crucial roles in the company. If they are not properly motivated and trained well, they could compromise the company’s growth plans.

“The asset of the company is not the product, it is the people,” Ding said in a media briefing last Monday.

Citing results of a survey, Ding said most companies experience a slowdown in operations during the months of June to August, as consumers keep a tight budget for the opening of classes. Sales of companies go up approaching the “-ber” months, when purchasing power of consumers is high.

“Then the vicious cycle continues, come January, sales start to dwindle…the challenge now is how to sustain the momentum of companies or double or triple its sales even during the lean months,” he said.

To do this, Ding said companies need to invest on its sales people.

Maximum Impact Philippines, in partnership with Cebu-based CRMWorks ASIA, a customer relations management and marketing solutions firm, is holding a half-day seminar “Super Sales Seminar for Sales Professionals” (S4) on Oct. 13 at the JCentre Mall Convention Hall in Mandaue City.

“The objective of the event is to help companies sustain its growth and its momentum even in trying times through the skills of its sales professionals,” Ding said.

Some 700 sales professionals are expected to join the event from industries like advertising, medical and healthcare sales, real estate, automotive, insurance, retail and merchandising.

The company has tapped Al Agro, an international sales expert and author as the key speaker of the seminar. He is the author of “Walking, Living, Learning!” His clients range from multinational pharmaceutical and insurance companies to small family-owned businesses across Asia and America.

“The key to sales is repetition and relationship. We need to prepare our sales people even during the challenging times in business and economy. They should have that persuasion and influence,” Agro said.

He said achieving double or triple sales in the business is more of action, attitude and skills that should be implemented, whoever is part of the sales team.