Getting to the Next Level: Wisdom for Field Leader-to-Founder Execs

For companies born of passion for the channel there are some key priorities

“If we can do the product right, and the e-commerce right, then the sales field puts fire on that. But it has to start with those two pieces.” —Melissa Soete, Growth Strategist 

The direct selling channel is an industry born, and sustained, through passion. Both legacy companies as well as new startups are often founded by a leader who had his or her start successfully leading a sales organization. Mary Kay Cosmetics, Amway, It Works!, Senegence, ACN and Neora are among the most well-known examples. 

Garrett McGrath, a former CEO who is also president of the Association of Network Marketing Professionals and has been a top field leader for over 30 years, says, “A founder who has never built in the field before tends to look just at the aggregate numbers or is more focused on ‘streamlining operations’ or ‘maximizing profits’ rather than serving the people who are out there every day promoting the products and opportunity. I believe that over time, such CEO/founders will inevitably make decisions at times that will cause teams of field leaders to leave their company.”