Sean: A sales team like that, bro. How did you build a sales team like that? Because it’s hard. Honestly, one of the teams that are most difficult to build is the sales team. It’s one of the, if not the most difficult. But how did you do it, to have a passionate sales team, caring about their targets? Because look, if they don't bring home the bacon, nobody eats anything. Right? Even the owners don't eat anything. So how do you build the sales team like that?

JC: We spent like a million pesos to train our sales people. The first thing that they did before they did any of the technical, high impact selling skills they need before they did all of those things. The number one thing they did is they aligned the hearts of our people. No matter how good your presentation is, no matter how good your product knowledge deck is, if these people are not aligned with what you want to do, it won't work.

And for me, the number one thing is, the salespeople, they're really the best team in the entire company. So nothing that we did was, don’t make them reach their own target. We focused on their personal target for their dreams and their personal lives. So we have this dream board and I did it because at that time I was so stressed. I was so stressed out from work. I wanted to quit. I wanted to quit. I said, I don’t want this anymore, it only brings so much headache.

And then I made this dream board because it's something that motivates me and pushes me to wake up and remember, this is the reason why I need to go to work. So there's a photo of my dream house, traveling with my parents. Because they've given me so much travel all over the world, I want to pay them back. I planned to bring them to Palawan, but the pandemic happened. But I’ll continue that. So there are photos all over of my dream car, my investments.

We made it numerical. Like, okay, what's the first thing that you're going to focus on? And then after that, for example they said, I want to buy a car. How much is it per month? Do you know? He didn’t know how much his dream was. Okay, inquire. Their homework by the next time we meet, on the second day of training, it already has a peso value. And then, they already know per month, how much sales they need to reach to have a commission and then pay for his expenses and put it there.

So our people are, it's so fun to ask them. If I say, how are you? They know that I am not just asking how they are doing but I’m also asking how their dreams are, if they were able to achieve it. So a quarter from now, from the first day of training, I do the training personally, myself. And then after, I’ll ask them how they are. They're going to tell me, sir, during the pandemic, I was able to buy a new Vios. It really feels good.

You know, it feels good. It can boost morale. Everybody is so motivated. Everybody is so proud of each other's achievements and I really have to hand it to my team. Because my sales managers are so motivated to reach their dreams. They're so motivated to allow other people to reach their dreams. It’s fun. I really have to hand it to my people.

Of course, they're driven for their family. They’re driven for the people around them that they have their dreams for. But I think if I would choose one answer out of the many things that they do, it’s that they're very driven. They have a very clear sense of why. Why do they need to sell? Now we're still expanding. I have sales training next week of four new sales people. We're expanding to 35 now and we're going to become a 40 sales team.

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