Direct selling has come into its own with the advent of social media, the gig economy and the rapidly changing retail landscape. A successful field is product-led. In these times of hyper-transparency, the quality, efficacy and convenience of the product is even more paramount. It’s also customer-focused, as success flows from satisfied customers. A successful field lifts each other up; empowering each other empowers and inspires customers and ultimately elevates the brand and company leading to further field growth. Most of all, a succesful field keeps messaging simple, focused and fun.
-—Janice Jackson, CEO, SassyLass, Inc.
The definition of a successful salesforce can be put into three simple words: belief, trust and commitment. Assuming the company offers attractive products, a good compensation plan and satisfying customer service, the long-term success of a salesforce boils down to their level of belief, trust and commitment. If that level is high, a salesforce can withstand most missteps that companies have and will thrive when the business is running on all cylinders. Developing these traits in a salesforce takes intentional focus by management to nurture relationships with leaders in the field who can then help build those qualities in their teams.
— Jeannie Price, vice president sales, USANA
A successful field is one with a large, diverse base of product enthusiasts, affiliates, and business builders. Companies looking to have exponential growth need to ensure they are engaging, nurturing, partnering, and educating every independent business owner on their personal needs and interests and how to achieve success in those areas via the company. By offering a broader spectrum of ways to fulfill the IBOs’ needs, the company demonstrates its own viability as a vehicle, building loyalty and enthusiasm as well as strengthening sales and recruiting.
-— Tony Solis, sales and marketing consultant
A successful field is excited, engaged and informed. Keep every level of the field excited about what they’re doing. Since 75 percent of the field are hobbyists, make sure you build programs that appeal to them, and potentially put them on the path to leadership. Gamification helps the field remain engaged in their business. Remember, they are not solely compelled to work by the compensation plan; a cause, recognition and being a part of a “tribe” are big motivators. Finally, a field is successful because it’s informed—so keep specials, training, and promotions simple rather than overwhelm them with information.
-— Belinda Ellsworth, CEO, Step Into Success
Our “Successful Field” focus is heart/mind/body. The heart factor includes diverse members of our field feeling they belong to a pampering community, because we believe “all deserve to be pampered” with our passion: simple, naturally-based products. The mind portion is based on product ingredient training that allows us to share our simple selling products—and we emphasize sharing over selling. Finally, the body element is the well-run business element: a frictionless e-commerce platform supports customer-initiated transactions; a rich compensation plan focusing on influence rather thant hierarchies and allows the field to benefit from an immediate compensation for their efforts
— Jonee Woodard, COO, Perfectly Posh, LLC
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