2026 TARGETS for sales and collection and incentive mechanics

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 Reminder of our incentive system (catalyst for 2026)   BAKA NALIMUTAN NA    KATAKOT2 NA FOLLOW UP.  Kailan magsusubmit ?

Thru:   Ms.  Tina/

cc:     Madel

Date:   July 19,2026

---------- Forwarded message ---------
From: Jorge Saguinsin <jorge@holygardens.ph>
Date: Tue, Mar 3, 2026 at 9:38 AM
Subject: 2026 incentive mechanics system for plot sales, interment, FS abd cremation
To: Holy Gardens La Union <launion@holygardens.ph>, Dada RS <dadareysa@gmail.com>

Date:   February 27, 2026

  This office proposes that we do this incentive mechanics (the marketing plan is still a prequalifier

  What to do:

  1. Firm up the targets;

  2.  Get partial and firm commitments

 3.  Communication workshops

 4.  Firm up the promo:   1 new promo every two weeks (top down) eg Temu   emphasizing new (innovation) and scarcity

 5.  Roll out by March 16, 2026 although sales from March 1-15 to be counted.     

Objectives

     1.  To raise P190m collection gross to match cap ex budget

    2.  To incentivize our tasks and motivate staff

    3.  To overcome resistance to goal setting and change

Background:

   1.  We have difficulty in training and getting staff especially in Hamp and Panga to improve

  2.  We cant hire

  3.  Sayang ang built over the last 40 years, and we are on the verge of liquidation

  4.  We cant get everybody on the same page

PROPOSAL

1.  Individual sales incentive

    Sales:                                   (full dp with  ppa)

                                                CMO  CSS

                                                 5-  10  -     0.75%

                                               11-   16      1.0

                                               16- 20       1. 25

                                               21  up       1. 5

  2  Interment incentive          P1,000 if the interment is  P50,000   P750.00 for CSS, P250.00 for the senior cmo.   (Pag present lang)

                                          Qualifier:

                                        1.  Kumpleto interment checklist

                                        2.  Submission within 7 days

                                         3.  DAmo marker balik ng  5 days

                                         4.  May dalaw paburol

                                        5.  CA advance replenished constantly  submission iwthin 5 working days after interment

                                        6.  Naka uniform ng maayos especially CSS

                                        7.  Extraordinary interment (submit video)   +  

                                           SBU daily, cumulative monthly interment reports

         SBUs                                               Interment              Cremation   Funeral Service

      Date      Name           IA             Amount                        Ord/DlxLx                 less    SCPWD       Net  Amount        Lot No Blk No       Expenses          GP          

 3  Interment profit sharing of 5% if  gp is 50% or up

                       Provided naabot ang targetted number of Interments

                                 LUMP      -  20/mo

                                 Panga         20

                                Hampmmp   30 

                                HGGMP       30

                                HGOMP       20

       4.   FS Cremation,, Chapel use  incentive  (applicable to HAMP   chapel use,     HGGMP and HGPMP   -  Funeral service and cremation

                         1 -  3   -      3% of gross (firm up FS and Cremation price list

                         4-   7           4%

                        7 +               5%  

 

                       Finalize FS and cremation packages with corresponding P n L computation    

     4.  Sales and collection group incentives  (plot sales)

                                                                                                  

                                        

       Sales                            Collection                                 Sales                                   Sales                        Total

         SBU                                   105-                                  0.35%                                   0.35%                      0.70

                                                   110  -                               0.5%                                      0.5                           1.0 

                                                  120%                                0.75                                      0. 75%                     1.25

Sales Mindset from Nicolo Machiavelli that will differentiate you from 99% of other sales person

Most people fail in sales because they view it as a transaction of goods. In reality, sales is a transaction of power. To stay "nice" is to stay broke. The 1% understand that every interaction is a battle for the frame, and those who cannot control the perception of value are destined to be exploited by those who can. To dominate the market, you must stop being a petitioner and start being a sovereign. "Whosoever desires constant success must change his conduct with the times." — (Inspired by Niccolò Machiavelli, on the necessity of adaptability and the strategic manipulation of circumstances). In the hyper-saturated marketplace of 2026, traditional "customer service" isn't a strategy—it's a cloak for the weak. This video dismantles the soft, ineffective sales tropes of the past and replaces them with the cold, calculated principles of Machiavellian influence. This is your tactical guide to mastering the psychology of persuasion and seizing the lead in any industry. 👇 Inside You'll Discover: -The Machiavellian Frame: How to position yourself as the prize to be won, rather than the salesman begging for a moment of time.

-The Illusion of Choice: Master the art of "guiding" the prospect's will while making them believe the decision was entirely theirs.

-Strategic Boldness: Why the "Lion" approach secures high-ticket deals while the "Fox" approach navigates complex corporate bureaucracies.

-The Law of Scarcity & Power: Using the threat of your absence to trigger the primal fear of loss in your competition and clients.

-Emotional Detachment: Shifting from "needing the sale" to "commanding the outcome"—the ultimate psychological leverage.

-The Art of Pretense: How to project an aura of inevitable success that attracts resources, trust, and capital. ⚠️ The Brutal Truth: The market does not reward the "hardest worker"; it rewards the most strategic manipulator of value. If you are waiting for people to "fairly" recognize your worth, you have already lost. In sales, as in power, you do not get what you deserve—you get what you take.

Selling here results because it is the inevitable choice after you have framed the same. to be.

Dark secret it is manipulation.

1 You are the authority. You command respect. You project as if you

nor projecting power (but you act as if you are the authority

2 You do not appear desperate. At times you appear you appear as if

you are walking away from the deal

3. You even appear selective. You pre qualify in person if they would like

working with you.

4. In closing, do not appear as if you welcome the idea that its a yes or

no to the deal. You ask:

How do we proceed (but it boils to the idea that you have closed the deal. You all ready own it:

1. Proceed at once to roll out?

2. Or go on a 3 mos staggered period.

                 3.  Sign the paper work now and pay us after 30 days

Leave 99% of other sales people behind

Insane ownership needed to be wildly successful in sales

Read and grow rich. Learn and earn

We know that if we dont change and expect outputs/outcomes to be different this is insanity.   

One of the changes is about ownership.  Insane, intense ownership.  If we view things as routine and outside of our comfort zone, we cant move forrward nor succeed.

We know this from MESEL of Starbucks.  Make it your own You  must think like an entrepreneur.  Your job is your business.   And you own it.   You need the job to make ends meet, have food on the table.  For those who have experienced, not having food on the table is the worst experience you can have.

Do you intense wild ownership of your selling job now?

Sales Training - The sales process

Read and grow rich. Learn and earn

. Sales Training ppt - Sales Process

2. To maximize benefits of this presentation, and so that becomes part of your sales arsenal:

     1. Take notes

     2. Journalize

     3. Make your own ppt presentation

     4. Apply

     5. Teach

3. Keep in mind

    1. You are selling because of abundance mentality (not scarcity)

    2. You are planting seeds in humanity and such seeds will bear fruit and come back to you many fold

4. Steps

    1. Prospecting

    2. Qualifying

    3. Presentation

    4. Demonstration

    5. Handling objection. Closing

    6. Feedback follow up

5. Some may come direct to office walk in or because of dm in which case such steps are not followed

6.1 Prospecting (lead generation)

     Where do you get prospects?

     1. Other prospects

     2. Other buyers

     3. Likes at fb

     4. Dm inquiries

     5. Former satisfied buyers.

         Mag upgrade O bibili ng katabi

7.1 Where are live prospects?

     1. At interments

      2. Wakes

      3. Other cemeteries

8.1 What is important: bait, fish or lake?

     Of course at lake where most fish stay.

9.2. Qualifying

    1. Does prospect have capacity to pay

   2. Does he have need for product?

10. 2. Buyer dont buy because of

      M N U T

       Dont have Php

       Dont have Need

       Dont have urgency

       Dont have time

11.2. We cant do much about M N but can be solved. For M a payment plan can be arranGed

Sales Training - ABC, Always be Closing

Read and grow rich. Learn and earn

1. Always Be Closing - How to.   Increase % of Closing

2. To benefit most from this presentation

    1. Take notes

    2. Journalize, index tags, topics

    3. Summarize, if possible do your own stacks, ppt

   4. Apply as you sell

   5. Share, teach

3. Objectives

   To share fully for others to benefit

   1. Be successful in sale

   2. Generate more sales and commission income

4. General musts

   1. Strive to be better than before

   2. Be different

   3. 

   4. 

   5. Be a good communiactor influencer

5. Prior to ftf sales presentation,

 1.prequalify prospect

    1. Can he afford the price?

    2. Is there a need?

    3. Is there urgency

 

2. Are you prepared

   1. What did you know about the prospect? How can you establish rapport, connection?

   2. Is your sales kit ready?

       Brochure

       Pics

       Video

       Testimonials

       Proof

       Price list,

       Map 

       Calculator

For closing

       Customer card

       Xerox of ppa

       Reservation agreement

6. A sales meeting can be visualized as divided into three parts

    1. Start

    2. Middle

    3. End close

7. Your goal is to close from beginning to end

    1. Establish the agenda

    2. 

    3. Prevent objection from creeping up.

    4. 

8. A.Beginning

   1. Establish rapport, commonality

       Read how to Win Friends and Influence People

   2. Introduce yourself and company."Hi I am Leo from Holy Gardens."

   3. Call the prospect by his/her first name. "May I call you Linda..."

   4. Start on positive note "Its a wonderful day"

   5. Establish agenda. " Our purpose is to make a presentation of Hgmp.. and at the end make a deal. Yes, or no..Maybe? (Not ok)

   6. Continue making rapport probing wants, needs. Problems, Solutions

9. B. Middle

Sales Training - How to double your sales results

Read and grow rich. Learn and earn

1. Doubling Sales Results inspired by Myron Golden

2. How to to benefit from this presentation

3. Objectives

4. Top    ------or ------ up?

5. Employ thinking

6. A Double leads (inputs)

    1. Employ social media: fb, instagram, google, tiktok. Saturate. H0 and sellers

    2. 

    3. 

    4. More prospect

B. Improve inputs (mindset)

    1. Not being complacent because of surrounding

    2. 

C. Change thoroughput (sales process)

    1. 

    2. Reframe. E.g shrimps as sea cockroach - will you eat it?

   3. Focus on positive aspect of product. Focus expands it. 

   4. 

     "What will be cost to you if dont get this..

    Which is better?

    Do not enter.

        Or

   Dead end. Bridge destroyed

Dont sell because we still have problems

This post encountered a temporary head assigned in Southern Tagalog who said:    " We have plenty of problems so let us not embark on a sales program"   To make her point she convinced some sales director to petition stoppage of sales program.   This post countered with threat of blacklisting and calling up the sales director one by one

Let us compare a company with a person.  If a person has say asthma, that does not mean he stops breathing and living.   He has to continue his physiology, the bio chem and metabolism, to produce energy, waste products and poop.   Life goes on as in company.  We have to continue selling, having cash flow and  paying payables and suppliers.

This post is glad that person, who perceived herself as a favoritte of the successors, can engage in politica and powerplay.   We are glad she transferred to another company to spread her negativism and bad mindset.    There is another person who has the same perspective from the family.

Sales makes the ecconomy grow and continue.  We cant stop selling and filling the needs of people.