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You are here: Home / Compensation Plans / 3 Behaviors We Want From Our Reps

3 Behaviors We Want From Our Reps

October 2, 2022 By admin Leave a Comment

The average life of a direct selling or referral marketing representative with your company is short, unfortunately.  Before it ends, we want to see two behaviors and after, we want to see one.

Why Are Average Direct Selling Lives Short?

By design, most direct selling and referral marketing opportunities are priced very affordably.  We want to make it easy for anyone to join a company as a sales representative.  One of the ways we can make it easy is to set the fee for becoming a representative as low as possible.

However, when we spend little on an activity, our willingness to drop it is big.  Conversely, when you spend a lot of money for something, you are less likely to walk away from it.

“Easy to join, easy to quit”.  Both are true.

While Alive:  2 Behaviors We Want

Duplication is essential to the growth of all direct selling and referral marketing companies.

The two behaviors we want from sales reps are selling to customers and recruiting other sales representatives.  We want these behaviors to occur quickly because the life of a representative is short.  Not sure why?  Read the previous section!

While Dead: 1 Behavior We Want

After a sales representative is no longer doing the business, we want her or him to continue purchasing your products.  In other words, we want inactive and deactivated sales representatives to act like customers.

Why This Matters

Do you know why multilevel compensation exists?  If you don’t know, read the 5 reasons to have an MLM company.

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Filed Under: Compensation Plans, Customers, Recruiting, Retention

About Jay Leisner

P15Jay Leisner, the President of Sylvina Consulting, is a top compensation plan and direct selling expert, a trusted adviser to new and established network marketing and party plan companies. For more than 30 years, Jay has enjoyed assessing and improving party plan and network marketing companies across the globe.

Direct Selling Startup GuideJay Leisner and Victoria Dohr authored the top-rated book for new and young network marketing and party plan companies, "Start Here: The Guide to Building and Growing Your Direct Selling Company".

Available in English and Spanish. This startup guide contains 250 pages of wisdom that will guide you through the right steps to start and continue on your journey to build a successful direct selling company.

You will save thousands of dollars and hundreds of hours of your time using the information you will read in our book.

Direct Selling Edge ConferenceSylvina Consulting and Thompson Burton sponsor the pure education "Direct Selling Edge Conference Webinar" for new and young direct selling companies. The wisest direct selling executives never stop being students. They seek out opportunities to learn more. They understand that the long-term success of their companies depends on how much they know, so they make efforts to keep learning.

Broadcast live and with recordings included for later viewing, this powerful webinar will give you buckets of wisdom and guidance to help you on your journey.

In 1986, Jay began his career in direct selling by working for a major direct selling software provider. First as a software developer and later as a project leader and a business analyst, Jay worked closely with new and established network marketing and party direct selling companies to provide them with software solutions to meet their unique requirements.

Jay contributed in many ways to the success of large implementation projects for many companies. Jay also worked with dozens of smaller companies to assist each of them in various capacities to provide them with the systems they needed to help their businesses to grow faster.

Along the way while working with them, he learned the secrets of successful direct selling companies and the challenges faced by them. In true entrepreneurial spirit, Jay’s decision in 1999 to start Sylvina Consulting as a direct selling consulting company was driven by what he saw was a need for answers, advice, and solutions.

In 2004, 2006, 2009, 2014, and 2018, Jay gave presentations on compensation plans, recognition, and field leadership development at conferences held by the US Direct Selling Association.

He traveled to South Africa in 2015, 2016, and 2017 to conduct workshops on compensation plan design and recognition programs for member companies of the South African Direct Selling Association.

In 2017, Jay spoke at the Canadian Direct Sellers Association Meeting on the importance of recognition.

More than just a compensation plan expert, Jay is exceptionally skilled at advising new and established companies on business strategies. Before offering advice or solutions, he asks important questions to understand each client’s specific concerns and goals.

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