Direct Sales Success: Five Retention Strategies to Make Consultants Stick
It happens to every direct sales leader sooner or later: attrition. The first one is almost always the toughest, as you try to figure out what you could have done to keep that consultant on your team. We scratch our heads, chalk it up to a lesson learned, and eventually we get over it. Alternatively, you know in your heart that they didn't really "want it", so you try not to think too much about it and carry on.
Host Coaching For Higher Show Sales
As we roll into week two of my Direct Sales 101 course, I was not surprised to find that about half the class is shooting for the $5000 sales goal. In Direct Sales, everything comes back to your sales average. Your individual order average, your show average, they both are key determinants in your success. If your average show is $300, you'll have a harder time persuading someone to join your team that the consultant who cranks out $1000 shows. Your show results determine whether or not the guests think you're successful. If they don't think you're successful, they're not joining ...
Direct Sales Training: Financial Strategies for Success
Summer can be a dangerous time for direct sales consultants. With school letting out and families travelling, many consultants hang up their consultant hat for the summer and look to "start over" in the Fall. The excuses are plenty, and the reality is that when consultants do this, they've paralyzed their business growth and their cash flow. In a family full of teachers, I learned first hand the importance of balancing cash flow. Most teachers earn an income nine months of the year, and then have zero income during the summer - the time when they're most likely to be able ...
Direct Sales Success: Invest Wisely in Your Direct Sales Business
Time and again young leaders and new consultants approach me with questions regarding re-investing in their business. Simply put, a savvy consultant does need to set aside a certain amount of profit to reinvest for business growth. The challenge comes, however, when consultants are earning so little in the first place, that they just don't think it's possible. The profit margin is either too slim, or they've already spent it on living expenses. It's a dirty little secret that most consultants don't want to talk about or admit...
Direct Sales Leadership: What Motivates You?
When coaching with my direct sales clients, one of the first things that always seems to come up is a discussion about recruiting. Most direct sales professionals understand that if they want to earn a comfortable six-figure income (or more), leadership is a necessary component to build a strong book of business. A lot goes into being a direct sales leader. Whether you're a leader of one or one hundred thousand. I've written previously about retention strategies, leading by example, and other qualities that a direct sales leader needs in order to successfully navigate being a leader. This series of articles ...
Direct Sales Leadership: Success Begins With Gratitude
Each year on July 5, I like to take some time to count my blessings. Why July 5? First, it's very near the half-way point of the calendar year, which makes it a good time to reflect on my accomplishments thus far, and ensure I'm on track for my annual goals as well. It's also right after Independence Day in the United States, so if I've been on holiday, I'm back to work. Lastly, it's my half-birthday, and as I get older, it's important for me to recognize what's going right in my life - and to express gratitude for it.
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The other day, I got a mailer from Victoria’s Secret. This is not the first mailer of this type they have sent me, which tells me that it must be working for them. So I decided to take a closer look at what they did to see if there were any strategies I could use in my own direct sales business to boost sales.
I got a few ideas I could implement immediately in my direct sales business, and here are just a few of them:
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