cultivating your salesforce - my sales tactics · accelerate growth via collaborative process ......
TRANSCRIPT
‘‘Barb Girson, International Direct Selling Expert, Trainer and Coach, built her first million dollar business as an entrepreneur. She has taught tens of thousands of people how to succeed with their businesses.”
Cultivating Your Salesforce
Short Articles & Insights to Help Your Team Gain Confidence, Get into Action,
& Grow Sales
BARB GIRSON
International Direct Sales Expert, Trainer, Speaker & Registered Corporate Coach™
Cultivating Your Salesforce Short Articles & Insights to Help Your Team Gain Confidence, Get into Action & Grow Sales
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Cultivating Your Salesforce Short Articles & Insights to Help Your Team Gain Confidence, Get into Action & Grow Sales
www.MySalesTactics.com ©2013 All Rights Reserved 3|Page
Copyright © 2013 My Sales Tactics, LLC. All rights reserved. No
portion of this book may be reproduced mechanically, electronically,
or by any other means, including photocopying, without written
permission of the publisher. It is illegal to copy this book, post it to a
website, or distribute it by any other means without permission from
the publisher.
Barb Girson
Columbus, Ohio 43054
614.561.0632
Limits of Liability and Disclaimer of Warranty
The author and publisher shall not be liable for your misuse of this
material. This book is strictly for informational and educational
purposes.
Disclaimer
The purpose of this book is to educate and entertain. The author
and/or publisher do not guarantee that anyone following these
techniques, suggestions, tips, ideas, or strategies will become
successful. The author and/or publisher shall have neither liability nor
responsibility to anyone with respect to any loss or damage caused,
or alleged to be caused, directly or indirectly by the information
contained in this book.
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About My Sales Tactics, LLC My Sales Tactics™ is a professional skill development company
focused on providing you with effective strategies to build strong
businesses, powerful teams and dynamic individuals. Barb Girson
and her team provide you with expertise to accomplish your goals.
In our professional skill development programs, active participants
will build confidence, take consistent action, celebrate victories,
effectively deal with disappointments and most importantly increase
profits.
Coaching
Develop personalized performance plans
Accelerate growth via collaborative process
Address challenges & find practical solutions
Customize packages for 1:1/small group coaching
Consulting
Facilitate senior management meetings/retreats
Adaptive interim sales leader
Conduct strategic & tactical planning
Establish sales/recruitment systems
Create marketing/training campaigns/programs
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Speaking
Enhance point-to-point communication
Infuse sizzle & substance to the motion of your plan
Design sales tactics that stick with your customer
Workshops, Leader Retreats, Conventions, MC
Sample Topics…
Building A Booking Buzz™
S.T.A.R. Team Building™ —Leader Development
Sponsoring: Share Your G.I.F.T.S & Grow™
Network For New Work - From Nerve-Racking To Nirvana! ™
Unforgettable Follow Up—Stand Out, Step Up & Sell™
Googlize Your Time and Team™—Track, Train, Triumph
My Best Email Marketing Sales Tactics for You
Visit www.MySalesTactics.com to sign up for Strategies That
STICK Ezine. Receive a free book titled "My Award-Winning
Sales Strategies."
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Dedication Thank you to the many mentors in direct sales who never let me be
less than I could be.
Thank you for the decade of corporate experience that gave me a
working knowledge of what works and what does not work.
Thank you to Brenda, Effie, and Gaylin who saw much more in me
that I saw in myself.
Thank you to the CEO and Leaders who taught me that the smartest
find the simplest path to business success.
Thank you to my family who lived fabulously solely from our direct
sales income for over 10 years.
Thank you to Howie, my husband for supporting me, encouraging me
and sharing the workload with me, always and with minimal fuss.
Thank you to my daughters - Robyn and Rayna - who give my work
meaning and purpose.
Thank you to all named and nameless who are with me on this
journey.
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Testimonials “Wow, I feel like we are old friends even though we just met
at the national conference where you were the keynote
speaker. Thank you for everything and for making my job
look easy. You are so organized!
I had lunch with several of the teams yesterday and as we
debriefed, of course your training sessions came up. They loved your
presentations and your message, and how you embraced their culture. And of
course, they are all so impressed with how easy and fun you make sales.
If someone would like to contact me as an industry reference regarding your
speaking abilities and professionalism, I would be more than happy to be an
industry reference for you at any time.” – Paula Darr, President & CEO,
Platinum Meetings (TM)
_________________________________________________________
“Thanks so much for your inspiring words as the keynote
speaker at the Blessings Unlimited National Conference! I’m
looking forward to reviewing my notes and using some of
your fabulous ideas!” – Norma Rowland, Team Leader,
Blessings Unlimited
_________________________________________________________
“I attended the AWB event on October 12 where you were the featured speaker. I
have been successfully self-employed for 30 years and have listened to a lot of
speakers through the years. I just had to let you know what an exceptional job
you did talking about follow-up!
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The information has come back to mind many times over the
past few weeks and has proven valuable (which is the only
really good info…the useful kind!). I found your approach and
entertaining style made learning easy. I am sure I have not
heard as good of a ‘belly laugh out loud’ speaker as you. Great
talk. Thank you for your information.” – Laurie Groves,
Executive Director, Melaleuca, Inc.
_________________________________________________________
“Like a lot of other women, the scariest part of being an
entrepreneur for me is the act of selling. That is why I am so
thankful I attended Barb Girson’s presentation. Her fun and
easygoing style, along with the action-packed content
inspired me to step up my sales strategies. She helped me
look at sales from a different angle and gave me ideas to
confidently and authentically make those sales contacts. Since her presentation,
I have made several follow-up contacts that I would not have made before going
to her presentation. Her advice is already paying off. I highly recommend her
presentations to any entrepreneur who wants to sharpen their selling skills.” –
Sheri Chaney Jones, President, Measurement Resources Company
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Barb Girson, International Direct Sales Expert, Trainer &
Registered Corporate Coach™
Barb Girson is CEO and President of My Sales Tactics, a professional skill
development, sales training and business coaching/consulting company. Clients
include national/international companies, sales teams and entrepreneurs who
want to build their sales confidence, get into consistent action and grow sales.
Barb Girson, 2013 President for International Coach Federation, Columbus
Chartered Chapter, coaches executive management to reach personal and
professional growth goals, build team engagement and gain greater buy-in. She
also works with the sales field directly to help them improve performance.
Barb is an active member of several professional organizations including:
National Association of Women Business Owners (NAWBO), International Coach
Federation (ICF), Direct Selling Association (DSA), Dames Bond, and Worldwide
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Association of Business Coaches (WABC), which issued her Registered
Corporate Coach™ designation.
Barb Girson began her sales career with Tupperware, working her business part
time, while teaching sales and marketing full time.
After a very humble start, Barb progressed to #2 in the nation out of 10,000
independent managers and 80,000 consultants. Barb led her multi-million dollar
Tupperware business to the top 10% of franchises in North America by helping
managers achieve national recognition in sales, recruiting and promoting leaders.
Ready for a new challenge, Barb joined the corporate arena. This endeavor
included National Sales Director of The Body Shop At Home, and Director of
Field Sales for Discovery Toys in North America. She has been responsible for
up to $40M in revenue and for leading a sales field with as many as 500 leaders
and 20,000 consultants.
Barb is a highly interactive, creative speaker, Registered Corporate Coach™ and
author. She has been featured in USA Today and has appeared on CBS This
Morning, Fox 28 News/Columbus, 880 AM Radio, as well as numerous other
media venues.
Barb Girson is a sought after authority speaking on women in business, sales
tactics, direct selling, networking, home-based businesses, email and event
marketing and entrepreneurialism.
p: 614.855.0446
c: 614.561.0632
www.MySalesTactics.com
Twitter:@MySalesTactics
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“Wow, I feel like we are old friends even though we just met at the national conference where you were the keynote speaker. Thank you for everything and for making my job look easy. You are so organized!
I had lunch with several of the teams yesterday and your training sessions came up. They loved your presentations and your message, and how you embraced their culture. And of course, they are all so impressed with how easy and fun you make sales." - Paula Darr, President & CEO, Platinum Meetings (TM)
Barb Girson , home party plan expert, is a sought after authority speaking on women in sales, direct selling, email / event marketing and entrepreneurs. Girson has been featured in USA Today, appeared on CBS This Morning and Fox 28 News / Columbus. She has been quoted in numerous regional / national publications. Girson has carried a Business Kit and built a multi-million dollar party plan business. Your field will instantly relate to her stories.
Speaking Topics: Be a Booking Champion™ - Words & Wisdom
Sponsoring: Share Your G.I.F.T.S & Grow™
The Power of the Party - The Heart of your Business
Host Coaching -The Magic Glue to Make Parties STICK
S.T.A.R. Team Building™ - Leader Development System
Unforgettable Follow Up—Stand Out, Step Up & Sell™
Direct Selling – Remember Who You A.R.E. – Attitude,
Resilience, Energy & Enthusiasm
Purpose, Passion, & Power of Email Marketing to Build
Your Direct Sales Business
W.O.W Your Customers With Exceptional Customer
Service – Go from Good to Great!
Custom Topics Available
Speaker Spotlight...
Fun, Interactive Presenter for Your Next Conference, Leader Retreat & More!
Call to Reserve a Date Now!
Keynotes & Workshops (Small Groups - Thousands) Contact for availability & rates.
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p: 614.561.0632e: [email protected]
www.MySalesTactics.com
With reflection and determination, she made some crucial changes in her sales approach. She started to positively impact her growth and results when she realized the importance of tactical training and building stronger relationships. She developed successful systems and built her schedule to an average of 7-10 personal parties weekly. She maintained that schedule and had top sales consistently for several years. She had become so booked that she shared the overflow of parties with the large team she recruited! Barb was constantly recognized as a top manager, placing as high as # 2 in the nation out of 10,000 independent managers and 80,000 consultants. Tupperware, then, gave franchise opportunities to those managers who ranked regularly among the Top 50 nationwide, and Barb was one of the youngest ever offered a franchise. Sticking to her recipe, Barb Girson led her multi-million dollar Tupperware franchise to the top 10% of franchises in North America by helping managers achieve national recognition in sales. Ready for a new challenge, Barb Girson joined the corporate arena for a decade to lead sales for direct selling party plan organizations. Barb Girson served in senior leadership positions such as National Sales Director of The Body Shop At Home, and Director of Field Sales, for Discovery Toys in North America. She has been responsible for up to $40M in revenue and for leading a sales field with as many 500 leaders and 20,000 consultants.
Barb Girson, an interactive creative speaker and author, has been featured in USA Today, appeared on CBS This Morning, Fox 28 News/Columbus, 880AM Radio and has been quoted in numerous other national/regional and local publications. Barb Girson is a sought-after authority speaking on women, entrepreneurs, email marketing & direct sales. Barb Girson is CEO and President of My Sales Tactics, a professional skill development, sales training and business coaching / consulting company. Clients include national / international companies, sales teams and entrepreneurs who want to build their sales confidence, get into consistent action and grow sales. Barb Girson, 2013 President for International Coach Federation, Columbus Chartered Chapter, coaches executive management to develop effective coaching skills when working with sales managers and an independent sales force in order to build field engagement and gain buy-in. She also works with the field directly to develop/refine their sales mindset/mechanics and process. Barb Girson’s career began with Tupperware, working her home-based business part time, while teaching sales and marketing full time. She was not very successful at first. She made endless phone calls, experienced disappointments, felt uncomfortable and struggled. Barb did not recruit one person her first year. If you knew her then you would not have bet a dollar that she would have made it.
Barb Girson, featured as a speaker for a national annual event (pictured above), offers sales strategies and training to a convention audience.
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Contents
Developing Leaders ............................................................................................ 19
My Top 10 "Leadership Light Bulbs" for Building Strong Leaders............................... 21
How to Build and Discover Better Leaders ................................................................. 27
Facebook or Fakebook: Leaders Alert! ....................................................................... 31
Increasing Recruiting .......................................................................................... 33
Want to Increase Recruiting? ...................................................................................... 35
Expanding Sales Development ........................................................................... 39
Challenge Your Salesforce to Better Their Best ......................................................... 41
Your Salesforce's Weapon against Self-Doubt ........................................................... 45
Creating Party Plan Sales Promotions ................................................................ 49
Let's Make a Special Deal ........................................................................................... 51
Direct Sellers Can Enjoy Good & Plenty Holiday Season Sales ................................. 53
Direct Sales Leadership Powerful Questions .............................................................. 59
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Introduction
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Building an "A" team takes time, effort and structure. The greatest effort will be
expended in the beginning to nurture the group of core leaders who make the
dream real and show others the way.
Like blowing up a balloon, once you
have enough air the balloon
expands on its own.
Are you giving your field the oxygen
they need to expand and grow?
Do you have the right ingredients of
sales coaching, mentoring, training,
incentives and promotions to help
them tap into their own motivations
and build momentum to grow?
This book will give you some articles and insights to ask yourself powerful
questions so that you can cultivate your salesforce.
And once you get it growing, look out.
Fasten your seatbelt and hold on for the ride of your life as they multiply.
Hit a bump -- that is part of the direct sales journey. No problem, go back to the
basics.
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Developing Leaders
"Before you are a leader, success is all about growing
yourself. When you become a leader, success is all
about growing others."
—Jack Welch
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My Top 10 "Leadership Light Bulbs" for Building Strong Leaders
1. Leaders Look Inward First. Know thyself enough to build leaders in
others. It is important to understand yourself, your style and ways in
which you respond to challenges, stress and goals. Know what
motivates you and, conversely, know how you typically respond when
under stress.
You activate every aspect of your personality, skills, and past
experiences when you step into a leadership position. Look inward
before looking outward to develop others.
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2. Learn about Others. Understand how different people contribute.
Take time to assess your team's knowledge, skills, personality,
motivation, and fears.
Core Team at My Sales Tactics (Left to Right) Robyn, Barb, Rayna
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3. Draw upon People's Strengths. Notice the leadership qualities that
your team members or staff possess and remind them of those
attributes sincerely.
Most beginning managers or emerging leaders are not aware of their
leadership qualities. Help them realize what they bring to the table and
how it applies to leading others. This is especially beneficial when
others have qualities you lack.
For example if you don't like numbers, spreadsheets and tracking--find
someone on your team who is strong in that skill set and seek their
help. If you dread the details but love the big picture, find someone
who is detail-oriented.
Think of your team as a sports
team: If everyone on the team
can dribble the basketball down
the court and no one can shoot
the ball into the hoop, you will
succeed in meaningless
movement but your team still
won't win the game.
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4. Praise to Raise. Be a good finder. Notice and name the type of
actions you want amplified. Give sincere honest praise, and give it
generously.
"Elizabeth, when you helped our newest team member, you displayed
patience and confidence. You convey a solid command of the
information."
"Melissa, you stepped up with a clear plan. You are taking more
initiative and others are following your lead."
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5. Align Priorities. DiSC behavior assessment helps leaders identify
priorities of each behavior style. Competing priorities create counter-
productive conflict. Whether you are embarking on a new challenge,
taking on a big project or working to implement a change, agree upon
an objective, and set priorities accordingly.
6. Decide on the Highest Priority. Typically projects will either have
quality, speed or cost as the highest priority. Once the highest priority
is clear, decisions are easy and emerging leaders can make those
decisions.
7. Delegate What and When, not How. Explain what needs done and
when it needs done by. When you tell a leader how to do their job, you
undermine their ability to do their best work and run the risk of
demoralizing your team.
Since each person often has their own way of doing things, let them
determine how it is to be done. Be there to answer questions and be
there to listen. Support them and encourage them to think through the
steps.
Importantly, when you grant somebody the ability to solve a problem
on their own, they will employ creativity and individuality—a process
that will make their efforts personal. This will yield greater high self-
efficacy in your leaders.
8. Let Them Walk in Your Shoes. Emerging leaders feel they have big
shoes to fill. Create experiences where they can try them on for size.
Let others be in charge of a project, event or initiative to help them
learn they can be a leader.
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Ask them to run a team meeting or divide your sales team into two
teams and have them head-up a sales competition. As others follow
their direction, you are building a track of emergent Leader confidence.
9. Codify and Modify. Codify the standards and modify as needed.
People tend to work best within a system. The extent to which you can
get your workflow, procedures and team to follow systems, the easier it
will be to duplicate results. Document your special way of doing
things—your special recipe.
Think of McDonald's! No matter where you go in the world, the process
is the same. Regardless of whether or not you eat their hamburgers,
you must respect their ability to create a duplicatable system and
execute it nearly flawlessly.
10. Lead by Example. This is a phrase that seems to remain in fashion
regardless of the times. People follow by example. To develop
Leaders, set a strong example to follow. Be the leader you want them
to become. Show them rather than tell them how it is done.
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Regardless of the leadership style, learn to understand yourself, your strengths
and commit to developing others. Leaders excite and engage others. Leaders
bring out the best in others. Above all, leaders inspire others to take action or tap
into their inner motivation. Use these 10 Leadership Light Bulbs to inspire your
team to move ahead. Go develop leaders!
Key Insights:
1. Leaders Look Inward First
2. Learn About Others
3. Draw upon People's Strengths
4. Raise to Praise
5. Align Priorities
6. Decide on the Highest Priorities
7. Delegate What and When not How
8. Let Them Walk in Your Shoes
9. Codify and Modify
10. Lead by Example
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How to Build and Discover Better Leaders To build better leaders, your current field leaders must improve their skills. A title
does not necessarily denote leadership capabilities. Similarly, we must not
assume—as gift-shop posters, folders and mugs would lead us to believe—that
leaders are born. It’s true that sometimes a leader will excitedly step up to drive
the car (maybe a compensation plan reward), but they may lack the fuel to keep
it going.
One of the biggest challenges leaders face is how to handle conflicts within the
complicated context of their organization. Do leaders with a directional style
always arm their team with adequate tools to self-sustain or to lead? In a word,
no.
As engaged leaders ourselves, we
must supply the salesforce with tools,
resources and programs designed to
develop successful leaders.
There are several tools available to
assist including StrengthsFinder2.0®,
Myers-Briggs Type Indicator® and
more. One of my favorites is the time-
tested DiSC® model. DiSC is a
research-based behavioral model by
Dr. William Moulton Marston and is
used to examine the behavior of
individuals within a situation or environment. DiSC focuses on the styles and
preferences of behavior and provides leaders with insights for making thoughtful
choices on how to respond to situations effectively.
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DiSC begins with a behavioral assessment and results in greater self-awareness,
now identified as a leadership key. DiSC training helps leaders collaborate,
delegate more effectively, set priorities and recognize the strengths in others.
Consider the complexities, and importance, of helping leaders develop the ability
to "know thyself" and DiSCover their leadership skills.
Key Insights: Help your field leaders improve their skills. Teach your field leaders how to better handle conflict. Equip your field leaders to understand their leadership
style. Help your field leaders learn how to adapt their
leadership style in situations.
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Facebook or Fakebook: Leaders Alert!
Direct sales is a contact sport. Consistent, live contact between members of your
salesforce can create deep connections. When team leaders are genuinely
connected to their teams’ needs, wants and desires, they can better help them
succeed and influence the results positively. While running her weekly group
coaching sessions, Barb
Girson, CEO and President of
My Sales Tactics, LLC,
discovered that one of the
greatest challenges direct sales
leaders face is the lack of
meaningful team connections.
Immediately, Girson started to
take inventory of the company’s
resources. Despite the fact that
the company offered quality
training online by way of short
videos and support tools segmented by level and audio recording, and that the
company held annual conferences and leader retreats, the leaders still felt a
missing link to the engagement they were seeking. “Friend your phone,” Girson
recommended. “This little action goes much deeper, and has legs for a longer
lasting bond."
What Girson heard back, however, was stunning silence. One leader finally said,
“I cannot remember the last time I actually talked to someone on my team. I
interact with them daily on Facebook.”
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The potential risk in relying too heavily on social media became apparent: anti-
social behavior. Team leaders need to blend online interactions with offline
personal contact to achieve the valuable engagement they desire. Personal
attention bridges the gap between what the company provides and what leaders
offer. Are your leaders fooled by Facebook? Encourage your field to "friend their
phone" and the real “Likes” and sales will grow!
Key Insights:
Check in to understand how your key field leaders are communicating with their team.
Encourage your field leaders to 'Friend
their Phone." Teach your field leaders how to create
lasting bonds. Remind your field leaders that personal
attention bridges the gap between what the company provides and what your leaders offer.
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Increasing Recruiting
“You have to do it by yourself, and you can't do it alone.”
-Martin Rutte
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Want to Increase Recruiting?
Then teach your salesforce to increase their talk-time and reduce their type-time.
Consultants often try to advance the recruiting relationship through email. Email
is a useful tool for sharing information, but not a good tool for relationship-
building. You’ve all heard the story, “I am so excited! I met someone who’s really
interested!” Then what happens?
After several emails, the recruit prospect goes
MIA—not returning calls or emails.
This inevitably leaves the consultant confused,
wondering, “What went wrong?” She can’t
decide if the prospect’s level of interest was
real or imagined. With email communication,
it’s difficult to know. It is easy to be lured by
online ease and convenience. However, there
is no substitute for the relationship-building
powers of verbal exchange.
A study by Mattitiyahu Zimbler and Robert S. Feldman at the University of
Massachusetts reveals when people get to know one another, 70 percent of
people lie about information ranging from their feelings to their achievements, but
the incidence of deception is higher over email than in face-to-face meetings.
While most prospects probably do not consider their responses as downright lies,
most people use email as a veil to tell untruths.
The potential recruit utilizes email to spare the feelings of the consultant. Email
saves prospects from the discomfort of having to be direct, so they safely—and
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often unintentionally—dodge responses or leave recruiters with false hope. In
addition, since email is such a distant form of communication, getting a read on
authentic interest is difficult. If you want to get more recruits, get your salesforce
talking instead of typing.
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Key Insights: Recommend that your field leaders increase
their talk time and reduce their type time. Suggest your field leaders use email
communication for sharing information. Inform your field that it is easier for a
recruiting prospect to hide their feelings via email.
Encourage your field to talk to their
sponsoring prospects via phone, Skype or in person to pick up verbal and non-verbal communication cues of interest or lack of interest.
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Expanding Sales Development
“It's a funny thing about life;
if you refuse to accept anything but the best, you very often get it.”
-Somerset Maugham
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Challenge Your Salesforce to Better Their Best
Beating strongly in the heart of direct sales is how we motivate the field leaders
who drive sales and recruiting. The performance rewards we offer pump
prosperity throughout the system.
Let's consider if the rewards we offer are optimally inspiring. As Thomas
Stenberg and Michael Ahearn discovered in "Motivating Salespeople” (HBR, 07-
2012) where they assessed what motivates leaders to meet incentives, there are
patterns of behavior that often result.
Citing three distinct styles of rewards-chasing sectors: rainmakers (power
winners), laggards (most likely to respond to on-pace rewards) and core
performers (largest segment of the salesforce producing steady sales as
opposed to stellar sales), the study found that broad-brush incentivizing
(vacations, cars) may error in one-size-fits all motivation.
The biggest opportunity often lies within the core-performing sector, which is
often by-passed in the ‘winner takes all’ program. They found that the core
responds more favorably to a three level, multi-tiered contest.
Sales typically peak in the 4th quarter. If we re-evaluate our rewards program,
and restructure to favor individualized patterns of performances, we can better
challenge our field. As we think about motivating markers for our upcoming
busiest season, let’s challenge our team more effectively to reach their holiday
sales peak.
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When we ask our team to aim for their best week or month, tapping into personal
motivation will capture a more diverse range of performance profiles, and steer
sales and recruiting upward. This holiday season, we may see more types of
winners who are bettering their best.
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Key Insights:
1. Create recognition to meet the motivation
of the following:
a. Three distinct styles of rewards-
chasing sectors:
b. Rainmakers (power winners)
c. Laggards (most likely to respond to
on-pace rewards)
d. Core performers (largest segment of
the salesforce producing steady sales
as opposed to stellar sales)
2. Avoid one-size-fits all motivation.
3. Target a three level, multi-tiered contest for
core performers.
4. Challenge your field to better their best.
Have a “Better your Best Week” or “Beat your
Best Month” contest.
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Your Salesforce's Weapon against Self-Doubt
When Anne Hathaway accepted her 2013 Golden Globe award, one line in her
acceptance speech lingered with many. She lovingly gripped the trophy and
referred to it as a blunt object that she would use as a weapon against self-doubt.
In life, and especially in business, self-doubt has a way of sneaking in. A unique
aspect of working in direct sales, however, is that we are in the business of self-
development. The goal of our craft is to build a culture of learning that boosts
confidence, builds skills and fosters courage. One of the greatest competitive
advantages direct sales offers to a salesforce is the ongoing option to develop
and advance at one’s own pace.
Alternatively, one of the most pervasive obstacles standing in the way of this gift
is self-doubt. Since discovering how to overcome self-doubt is a personal
process, it is important to recognize where to assist in providing support. As you
prepare for upcoming spring and summer conferences, rallies and retreats, you
are often reminded of the true function of these gatherings. These events provide
collective opportunities to challenge your sales field’s preconceptions and inspire
distributors to push boundaries and address the limits of their doubt.
Consider how you can better utilize these occasions to arm your team against
crippling self-doubt. Do you have a plan for training, recognition, certificates,
awards or ceremonies? The season for self-assurance is around the corner.
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Key Insights:
Recognize that self-doubt has a way of sneaking in to your sales leaders.
Understand that we are in the business
of self-development with respect to
cultivating a salesforce.
Remind your staff at every pre-
conference and event meeting that when
you hand over a gift, trophy or certificate
of recognition, you are giving a physical
shield against self-doubt.
Dispense self-assurance whenever
possible.
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Creating Party Plan Sales Promotions
“All who have accomplished great things have had a great aim, have fixed their gaze on a goal which was
high, one which sometimes seemed impossible.”
-Orison Swett Marden
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Let's Make a Special Deal
We are an industry that relies on recruiting promotions and deals to draw in
hostesses and customers. But we must be smart with how we use our
promotional dollars.
In some cases, promotions can erode our profits and leave customers feeling
that they need to wait for the “deal” before buying our products or joining our
team. Coupon usage is up for the first time in almost 20 years, and the Groupon
craze is feeding the daily deal frenzy.
How can we keep the promotional energy up and add a fresh twist from time to
time?
A study conducted by researchers Jerry M. Burger and David F. Caldwell of
Santa Clara University revealed that people who felt they were randomly
selected to receive a discount were three times more likely to purchase,
compared to those who felt the deal was offered to everyone.
The researchers concluded that when people were offered a “special deal,” they
felt they were being set apart from the crowd.
Now, consider applying this theory to an industry that uses promotions. Yes, the
idea goes against conventional thinking that everyone must be offered the same
price break, booking gift or coupon.
But giving members of the field the tools they need to decide when and to whom
they would like to offer special rewards will likely cause the field to become more
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vested in the results and increase the number of consumers who take advantage
of special deals when they are offered.
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Key Insights:
Promotions can leave customers waiting for the next deal.
Identify opportunities to make
Customers and Hostesses feel special or that they are getting a special offer.
Allow your field to have access to
promotional items so they can exercise their promotional muscle and offer special deals to help their business. (i.e. Offer a list of items the field can purchase to use for booking gifts, join now sponsoring gifts, have a booking waiting gift, etc.)
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Direct Sellers Can Enjoy Good & Plenty Holiday Season Sales If the holiday selling season were candy, it would be “Good and Plenty.”
However, for long-lasting
success, holiday efforts
need to be stretched and
savored like a “Now and
Later.” Help your field
have a sense of urgency
to sell now while also
preparing them for next
year.
The transition can be tricky, especially for party plan companies. Here's some
“sales candy” to sweeten your selling season and start the year strong:
1. Stretch the holiday season! The direct sales holiday season is now
through the end of January.
Train to the necessity of putting forth the extra effort now to plan for
plenty of parties after the holidays. This avoids an emotional and
financial let-down.
2. Release January Host incentives early! Many direct selling
companies offer super specials to get the field back to work in January.
Give your team the information they need with enough time to leverage
the promotion. The week prior to Thanksgiving is ideal to release
January comeback offers. As December progresses, they will typically
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see fewer people and lose the opportunities to schedule ahead.
Holiday hosts will rebook in January, if asked.
3. Keep your salesforce working as long as possible in December.
The less time they take off, the easier it is to get moving again at the
start of the year. Remember: an object in motion stays in motion; a
fully stopped train takes a lot of energy to restart.
4. Make sure your field members have their calendars full prior to
the Christmas break! A well-earned break is always more enjoyable
when business is booked upon return. January lends itself to starting
fresh. Challenge them to line up the same number of parties—or
more—than what a new sales representative is asked to secure. Have
a competition for the most January parties booked before Christmas.
5. Set up a company “loyalty day.” Within the first seven days of the
New Year, declare a company-wide “loyalty day” to boost activity. Ask
your entire field to book or host a party. Incorporate an “active is
attractive” mentality.
Follow these tips and you, too, could have success “Now and Later.”
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Key Insights:
1. Stretch the holiday season from
September through January.
2. Release January Host incentives early.
3. Keep your salesforce working as long
as possible in December.
4. Make sure your field members have
their calendars full prior to the
Christmas break!
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Direct Sales Leadership Powerful Questions
What will you takeaway to become a better leader?
How will you ensure your field is equipped to deal with conflict
effectively?
What can you do to aid your leaders and staff in understanding
your leadership style and theirs?
What can you do to encourage your field leaders to engage in
effective communication with their team?
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When will you challenge your field to 'friend their phone'? How
will you know if they are implementing this action?
What is your recruiting process?
What 3-tier multi-level incentive program will you develop to
reach your core?
What type of 'better your best' contest might you initiate?
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What is your self-development program for your leaders?
Where can you empower your field to develop a customized
promotion to boost their business?
What do you need to do to leverage the holiday seasonal sales
more effectively?
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Direct Sales Programs
Sponsoring: Share Your G.I.F.T.S. & Grow™
Help your salesforce attract the right people to build the business. Participants
will gain knowledge of word choices and approaches to recruit confidently. Grow
your team! 4-week program.
Visit http://www.mysalestactics.com/coaching/share-your-gifts for details.
S.T.A.R. Team Building™
Help your sales leaders build a strong team, with S.T.A.R. Team Building™ your
leaders will get sales training and coaching. This leadership development
program is designed to help your Leaders gain confidence and acquire the skills
they need to support others in building their business while making yours explode
with sales! 4-week program per level (Aspiring Leader, Team Leader, Senior
Team Leader and Director).
Visit http://www.mysalestactics.com/coaching/star-team-building for details.
Build Your Bookings™
This system covers building party and demonstration booking strategies,
attracting prospects, and more! 4-week program.
Visit http://www.mysalestactics.com/coaching/build-your-bookings for details.
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General Sales Programs Unforgettable Follow Up™
Unforgettable Follow Up™ is an ideal program to help your salesforce learn the
secrets to growing sales through successful follow-up. They will reduce the need
for cold-calling or possibly eliminate the cold call approach.
Visit http://www.mysalestactics.com/coaching/follow-up for details.
Network for New Work™
Help your field learn to be masterful networkers with Network for New Work™.
Barb Girson will give your sales team powerful and fresh strategies to gaining
new clients and building a supportive network. 4-week program.
Visit http://www.mysalestactics.com/coaching/network_for_new_work for details.
New & Custom Programs
Is the material or program that you need not listed? No problem. My Sales
Tactics™ offers custom programs in a variety of formats. In addition, new
programs are added frequently.
Visit http://mysalestactics.com for contact information and a full list of services.
For groups of 10 or more - Call for a private program. Customizable topics
available!
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Email Marketing Simplified – Nurture Relationships, Engage Subscribers, & Build Sales Barb Girson’s Newest Book is…
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Inside Email Marketing Simplified you will find time-saving resources such as:
51 Calls-to-Action Top Key Holiday Words Email Troubleshooting Chart 12-Month Newsletter Planner Form Numerous Exercises and
Worksheets! 101 Words/Phrases to Build
Stimulating Subject Lines ABC’s – 37 Reasons to Use Email
Marketing Strategies 154 pages to success!
Based on workshop feedback and professional experience, this book provides a wealth of knowledge geared toward getting your email marketing off to a great start.
For More Information, visit http://www.mysalestactics.com/email-marketing-
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For helpful sales strategies, program information, product announcements and exclusive offers; sign up for Strategies that STICK ezine today!