If you own or are employed by a network marketing or party plan company, one of your primary goals should be to attract and retain your independent consultants. Direct selling consultants are not employees who report to work each day with regular contact with their supervisors. They are independent contractors who are operating their own…
Planning Your Trip Incentive
In previous videos, we’ve talked a lot about compensation plans. In this one, we’ll address one component of the other side of field compensation – recognition. Field compensation should include both money paid through your compensation plan and recognition. Incentive trips are one component of recognition for both party plan and network marketing companies. Planning…
Founder Program Wisdom
A Founder Program should be a campaign to attract and enroll experienced direct selling representatives who will be rewarded when they meet specific performance measurements. However, not everyone knows this. Some companies think a good Founders Program is one that recognizes one of the following situations: everyone who joins by September 1 the first…
Why Recognition Is Your Business
If you own or are employed by a network marketing or party plan company, one of your primary goals should be to attract and retain your independent consultants. Direct selling consultants are not employees who report to work each day with regular contact with their supervisors. They are independent contractors who are operating their own…
Ask Victoria: What Is The #1 Quality You See In Successful Direct Sales Companies?
At the end of April, we held our 11th Direct Selling Edge Conference which is our two-day school for owners, executives, and employees of network marketing and party plan direct selling companies. We co-sponsor this educational event two times each year. Our panel of direct selling experts was asked, “What is the number one quality…
Ask Victoria: What Is Prospect Theory?
In 1979, Daniel Kahneman and Amos Tversky studied how people manage risks and make decisions. Their prospect theory became the foundation of the new field of behavioral economics. Kahneman and Tversky discovered some interesting results which you can use today to operate your direct selling company better. Here is what they learned: People prefer certain…
Time for an Incentive Trip?
In previous posts, we’ve talked a lot about compensation plans. In this one, we’ll address one component of the other side of field compensation – recognition. Field compensation should include both money paid through your compensation plan and recognition. Incentive trips are one category of recognition for both party plan and network marketing companies. Planning Your…
Ask Victoria: How Do I Get My Reps To Improve Their Customer Service?
“I shop quite a bit and spend a lot of money, but it isn’t often that I have encountered a company or a representative that is all about the customer. I will certainly be a repeat customer!” Wouldn’t you like to receive this kind of letter or blog post? Here are some things you need…
Wisdom: Even The Best Teams Have A Coach
Did you know that top performing athletes have difficulties seeing their own mistakes? Unfortunately, the same can be said for direct selling executives. All top performing athletes each have a coach. Do you have one?
Rules of Recognition
As a direct selling company, one of your primary goals should be to attract and retain your independent sales representatives. Distributors and consultants are not employees who report to work each day with regular contact with their supervisors. They are independent contractors who are operating their own businesses. This means that all of what they…
Ask Victoria: Why Is The Direct Sales Attrition Rate So High?
The rate of attrition of independent representatives of direct selling companies is high for many reasons. Here are several of them: Direct selling is a “sales” job, but the average person joining a direct selling company may not view herself as a “salesperson.” While people are often led to believe that it is easy and…
Ask Victoria: Can Rapport-Building Be Taught?
It is imperative that direct selling business owners and independent consultants build rapport with customers, representatives and potential recruits. What exactly is rapport? rap•port (noun) Definition: friendly relationship: an emotional bond or friendly relationship between people based on mutual liking, trust, and a sense that they understand and share each other’s concerns. Successful business owners…