Putting up a sales seminar

Seminars and trainings are essential to driving sales teams or any team for that matter, to our desired goals. But really, what type of seminars does a sales team need? For many a consultant, veteran or newbie, they’re too quick to pull from the Internet pre-made templates and tell you that they have seminar modules for any Tom, Dick or Harry to help them become superstar marketers and all. The worst part of it all, they charge you so big as if the success of your sales people depends on their seminar. 

I was disappointed many, many years back to have sent some sales people in a seminar that was quite unrelated although, admittedly, “touching” in a sense that it helped my salesmen know better about themselves as persons. It was certainly, to a large extent, a team building cum personality development type of seminar that was bereft of the practical skills needed of a salesperson.

The lesson learned here is that, one has to take a serious peek on the topics to be discussed, the activities undertaken and their expected output on each of those topics. But even before you think about organizing a seminar for your people, it’s important that you make a survey first to your team as the kind of seminar that is apropos to the goals of the company, to your team and their individual members. Thus, you will need some sort of Training Needs Analysis (TNA). Human resource departments in large corporations do this often notably pharmaceutical, large sales distribution channels, direct marketing networks and insurance.    

If you’re just starting out without an HR and want to improve the performance of your sales force through trainings and seminars, you may first conduct your own TNA yourself or with the help of your sales leaders. In any TNA, it always starts with human resource assessment that is evaluating your current performance (vis-à-vis your targets) of your sales organization in relation to what your sales force know (competency), their ability to deliver targets (capacity), how fast they meet those targets (efficiency) and how driven they are to realize these targets (motivation).

Just in case you have a hard time doing this yourself, it may be worth investing in a freelance HR to help you with such a survey. Once you have identified your current situation, then you can start searching for seminar providers to submit their proposed seminar topics/modules along with a clearly defined results for each module.

Another delightful thing that has happened to me lately is my wonderful link with the real estate industry in which I was able to meet sales experts and high-performance teams and individuals who know real estate selling better than anyone else. In my many years of doing motivational and technical seminars for companies, I am so humbled to know that my knowledge and skills in marketing pale in comparison to these people that I constantly meet. They appear like common folks but are superstars in their field. This is probably because of the experience of their sales leaders and mentors who are generous enough to share their knowledge from out of the many years of exposure in sales and marketing. So amazing that I can’t help but mention them in this column.

Anthony Leuterio is the president of Leuterio Realty and Brokerage a homegrown company, who is now the country’s leading realty firm and in Asia for its high-octane sales force of more than 10,000 heads spread across the country in just five years of operation! The strength of numbers may be a fascinating for most of us, what makes his company so remarkably fascinating is the number of millionaires he produces each month. And as of late, his company is sending out a hundred of his top sellers to the US for a training and leisure trip! I have yet to know a realty company who has been able to send a number of people that big, not even the big names in the property sector! His company, has been featured many times on TV and in the papers for the phenomenal performance of his sales force that is unequalled in the history of real estate and marketing.                   

For those of you who wish to among those who made their millions in real estate, or are just curious about his company, I can arrange you for free to attend his seminar on Monday and Wednesday. Just text your name to this number 09433087010 for seat reservation.