Being driven by what people can sell versus what people will buy may sound similar, but they’re actually very different concepts. Direct selling is changing. We’re in the middle of a shift from point A to point B. We may not be exactly clear on what point B is, but we definitely know that point A is in the rearview mirror. The three transitions below encompass the most important areas for a direct selling company to address as quickly as possible. These aren’t meant to be new concepts, but … [Read more...]
Are You Doing the Math for Your Distributors?
Today’s direct seller has more access to data and numbers than any generation of direct seller ever had before. Backoffices are packed with beautiful reports, dashboards are dotted with wonderful widgets and notifications, and promotions and programs are launched every day to accelerate sales and income. And yet, my experience tells me that Distributors don’t always appreciate all this stuff like I think they should. Some of the obvious perks of a new promotion often get overlooked. The … [Read more...]
Our Story Is Better Than Their Story. Are You Telling It?
From company announcements to proclamations from the investing world to regulatory agency decisions to even a TV series, there is no shortage of hot opinions and big news in the world of direct selling. As the old saying goes, “any news is good news.” But is that really true here? It seems the only news we’re getting falls in the “bad news” category. Further, the only opinions those of us in the industry are giving are just opinions and pontifications on that bad news. Maybe the reason it … [Read more...]
How to Create a Marketing Roadmap That Gets Results
Marketing and communications have never been more important within the direct sales industry than they are right now. While good marketing always has been a common thread among successful companies, it’s often been overlooked as a recognized driver, playing second fiddle to compensation plan design, product development, field training and the like. Today’s direct sales marketing leader has a lot on his or her plate. In a new way, the industry is recognizing the need to deliberately … [Read more...]
The Right Way to Handle Distributor Advisory Councils
Anyone who has worked at a direct selling company for any period of time has experienced a Distributor Advisory Council meeting: Those meetings with select field leaders and home office members to help gain insights and input from the field. On the surface, these meetings seem productive and helpful in nature, and they can and should be. Getting feedback from your top salespeople and customers should always be highly valued. How Most of These Meetings Go However, you’ve probably … [Read more...]