Direct selling companies spend tens of thousands of dollars on equipment, marketing materials, product development and social media branding programs, but often squander or even neglect their most precious asset: the sales force's trust and belief. Over the years, working for, leading and advising more than 100 companies as a consultant, I came to learn that successful direct selling companies that excel for decades are very careful to maintain the field’s trust. Too often I have observed … [Read more...]
Salesforce Trust: The Key to Direct Selling Sustainability
Trust and belief from your volunteer salesforce are the most important assets any direct selling company can tap into. Great products, marketing programs, training materials, compensation plans and technology can all help build that trust, but they cannot replace it or overcome a lack of trust. In the early days of a direct selling business, company founders learn the importance of this asset. The founders tend to work side by side with the very first salespeople. These early adopters are … [Read more...]