DEVELOPING AND
RETAINING YOUR PEOPLE
RHANCHA TRICK
DIRECTOR OF BUSINESS DEVELOPMENT
• RETENTION BEGINS AS EARLY AS THE DAY YOUR BUSINESS ASSOCIATE SIGNS THEIR AGREEMENT.
• WITHIN 24 TO 48 HOURS OF SIGNING UP, FOLLOW-UP BY TELEPHONE WITH EACH NEW ASSOCIATE TO
OFFER SUPPORT AND TO ANSWER ANY QUESTIONS. DEMONSTRATE THAT YOUR COMPANY TRULY
CARES ABOUT EACH AND EVERY REPRESENTATIVE.
• WORK WITH NEW BUSINESS ASSOCIATES TO HAVE THEM CREATE THEIR TOP 100 LIST OF PEOPLE TO
REACH OUT TO.
• ROLE PLAY THE PHONE APPROACH FOR REACHING OUT TO THEIR FRIENDS AND FAMILY TO INTRODUCE
THE BUSINESS.
• WORK WITH THEM TO PLAN OUT THEIR CALENDAR FOR THE NEXT 3 MONTHS. HAVE THEM PICK A DATE
FOR THEIR OPEN HOUSE WHERE THEY WILL SHOWCASE THE PRODUCT AND THEIR NEW OPPORTUNITY.
• NOT EVERY SPONSORING REPRESENTATIVE IS A GOOD TRAINER. DO YOUR PART TO FILL IN THE GAPS.
OFFER COMPANY-PROVIDED TRAINING IN MULTIPLE METHODS (INCLUDING IN-PERSON TRAINING,
TELEPHONE TRAINING, WEB TRAINING, AND TEXT-BASED TRAINING MATERIALS).
• LISTEN TO YOUR SALES FORCE. THEY’LL TELL YOU WHERE THEY NEED HELP. WHEN YOU LISTEN, YOUR
BUSINESS ASSOCIATES WILL FEEL THAT YOU VALUE THEIR INPUT.
• SET WEEKLY, MONTHLY, QUARTERLY, AND YEARLY GOALS. MOST SALESPEOPLE ARE VERY GOALORIENTED. GOALS GIVE PEOPLE FOCUS. GIVE YOUR PEOPLE FOCUS!
• MAKE SURE THOSE GOALS ARE WRITTEN DOWN AND THEY ARE SMART GOALS! – SPECIFIC,
MEASUREABLE, ACTION-ORIENTED, REALISTIC, & TIMELY. FIND OUT WHAT THERE “WHY” IS! THERE WHY
MUST BE BIG ENOUGH TO MAKE THEM WANT TO PURSE THEIR GOALS.
• MONETARY REWARDS ARE GREAT, BUT VERBAL AND WRITTEN RECOGNITION OF ACHIEVEMENTS IS
JUST AS IMPORTANT. WHILE WE SELL PRODUCTS AND/OR SERVICES, VIEW YOURSELF AS BEING IN
THE RECOGNITION BUSINESS. WHEN YOU DO THIS, YOUR RETENTION RATE WILL IMPROVE
APPRECIABLY.
• SEND OUT BIRTHDAY CARDS, GREAT JOB CARDS, CONGRATULATION CARDS WHEN THEY REACH
MANAGER, ETC. THE WRITTEN WORD IS VERY POWERFUL! EMAIL THEM AFTER THEIR FIRST PROMOTION.
• THE COMPANY’S ATTITUDE IS CONTAGIOUS, SO HAVE A POSITIVE ATTITUDE. ALSO, SHOW YOUR
ENTHUSIASM AND EXCITEMENT. PEOPLE LIKE TO BE AROUND OTHERS WHO ARE ENTHUSIASTIC.
• GET OUT ON THE ROAD! YOU CAN’T LEAD A SALES TEAM IF YOU’RE ALWAYS IN THE OFFICE. WHEN
LEADERS TRAVEL TO VISIT WITH THE SALES TEAM, MANY GOOD THINGS COME AS A RESULT; ONE OF
WHICH IS A HIGHER RATE OF RETENTION!
• OFFER TO ATTEND THEIR OPEN HOUSE OR THEIR FIRST HERBAL HOUR. YOU WANT TO SUPPORT THEM. INVITE OTHER
NEW PEOPLE TO THE EVENT AS WELL SO THEY CAN SEE HOW IT’S DONE.
• HOLD MONTHLY SALES MEETINGS WITH YOUR PEOPLE. THESE ARE GREAT IN PERSON BUT DO IT VIA SKYPE OR
GOOGLE HANGOUTS IF IT CAN’T BE IN PERSON. EVEN IF IT’S JUST YOU AND ANOTHER ASSOCIATE, RUN THE MEETING!
KEEP ADDING VALUE EVERY CHANCE YOU GET.
• MAKE COMMUNICATION WITH YOUR SALES FORCE A TOP PRIORITY! BE CONSISTENT IN YOUR
ONGOING COMMUNICATION WITH YOUR ASSOCIATES. BECOME THE SUPPORT SYSTEM THAT CAN BE
COUNTED ON, DAY IN AND DAY OUT.
• WORK ON A PLAN OF COMMUNICATION – PICK A DATE AND TIME EACH WEEK THAT YOU WILL TALK FOR AT LEAST 30
MINUTES WITH THEM. TEXT THEM THROUGHOUT THE WEEK TO FOLLOW UP AND JUST CHECK IN TO SEE HOW THEY
ARE DOING. BE ACCESSIBLE FOR THEM.
3 CONTACTS A DAY (IN BUSINESS SUCCESS GUIDE)
• MAKING 3 CONTACTS A DAY IS EASY! WHEN TALKING WITH YOUR FAMILY, FRIENDS, NEIGHBOURS, COWORKERS, EVEN PEOPLE YOU
DON’T KNOW - MENTION YOUR BUSINESS. BETWEEN THESE “OUT AND ABOUT” CONTACTS AND YOUR SCHEDULED PHONE TIME, YOU
CAN EASILY CONNECT WITH 60 OR MORE PEOPLE EVERY MONTH. VERY QUICKLY, MANY PEOPLE WILL KNOW ABOUT YOUR BUSINESS!
• WHEN YOU ARE STANDING IN LINE AT THE GROCERY STORE, THE LIBRARY, THE BANK, PICKING UP KIDS FROM ACTIVITIES – THE PEOPLE
YOU TALK TO ARE ALL POTENTIAL CLIENTS! ALWAYS HAVE BUSINESS CARDS WITH YOU BECAUSE YOU NEVER KNOW WHO YOU WILL
MEET EVERY DAY!
• BY HAVING SCHEDULED PHONE TIME EVERY DAY, IT WILL HELP YOU GET THE WORD OUT QUICKLY. SEND OUT AN EMAIL TO YOUR
FAMILY AND FRIENDS LETTING THEM KNOW WHAT YOU ARE DOING! PUT IT ON SOCIAL MEDIA SUCH AS FACEBOOK, TWITTER,
INSTAGRAM – INVITE THEM TO CONTACT YOU FOR MORE INFO!
• MARKETING YOURSELF AND YOUR BUSINESS CAN BE SO EASY AND FUN! NO IDEA IS A BAD IDEA! NETWORKING IS FUN AND A
NECESSARY PART OF GROWING YOUR BUSINESS AND YOURSELF!
2 HERBAL HOURS A WEEK
• 2 HERBAL HOURS A WEEK IS A GREAT PACE. YOU’LL MAKE MONEY AND BECOME VERY COMFORTABLE WITH YOUR HERBAL HOUR!
AIM TO GET TWO BOOKINGS FROM EACH HERBAL HOUR AND YOUR BUSINESS WILL CONTINUE TO GROW.
1 BUSINESS ASSOCIATE A MONTH
• SPONSORING/MENTORING IS SUCH AN IMPORTANT PART OF YOUR BUSINESS. IT MEANS THAT YOU’RE OFFERING PEOPLE THE FUN
AND flEXIBILITY YOU’VE FOUND AS A NATURE’S SUNSHINE ASSOCIATE. SO MANY PEOPLE THESE DAYS NEED EXTRA INCOME ON THEIR
OWN TERMS. IT’S TRULY FULfiLLING AND fiNANCIALLY REWARDING TO HELP OTHERS fiND A WAY TO ACCOMPLISH THEIR GOALS.
PLUS, THIS BUSINESS IS WAY MORE FUN WHEN YOU ARE DOING IT WITH YOUR FRIENDS!
• THE FOUNDATION FOR A SUCCESSFUL BUSINESS IS A SUCCESSFUL MEETING SCHEDULE. REACH FOR 10-2-1 AT EVERY HERBAL HOUR.
10 GUESTS, 2 FUTURE BOOKINGS AND 1 RECRUIT LEAD.
THE #1 WAY TO IMPROVE THE EFFECTIVENESS OF
YOUR SALESPEOPLE IS TO…
• TRAIN THEM PROPERLY, REINFORCE THE TRAINING AND OBSERVE THEM IN THE FIELD PUTTING
IT TO USE.
• NO ONE HAS A MAGIC WAND AND THE ONLY THING THAT WORKS IS PUTTING IN THE
EFFORT OVER TIME. GREAT TRAINING IS USELESS WITHOUT REINFORCEMENT AND YOU MUST
MAKE THE ASSOCIATES PRACTICE, REHEARSE AND THEN MAKE SURE THEY’RE ACTUALLY DOING
IT OUT IN THE REAL WORLD. IT TAKES TIME AND EFFORT BUT THAT’S WHAT IS BEING A MENTOR
IS ALL ABOUT!
THE BEST WAY TO IMPROVE SALES TEAM
EFFICIENCY IS…
• BY KNOWING AND WORKING WITH THE PERSONALITY STYLE OF EACH TEAM MEMBER.
• TEACHING AND HAVING THEM APPLY THE BASIC PRINCIPLES OF TIME MANAGEMENT AND EMOTIONAL
INTELLIGENCE.
• IT IS AMAZING HOW MANY SALES PEOPLE DO NOT CALENDAR BLOCK. AS A RESULT, THEY SHOW UP
TO WORK WITH NO PLAN, GET DISTRACTED WITH LOW PRIORITY ACTIVITIES AND CONFUSE PAY TIME
ACTIVITY WITH NO-PAY TIME ACTIVITIES. MANY SALESPEOPLE NEED TO DEVELOP THE SKILL OF
DELAYED GRATIFICATION. PUT IN THE WORK TO GET THE REWARD. CALENDAR BLOCKING AND TIME
MANAGEMENT REQUIRE PUTTING IN THE WORK TO GET THE REWARD.
• THE WEEKLY ONE-ON-ONE MEETING.
• GREAT MANAGERS BLOCK OUT REGULAR TIME ON THEIR SCHEDULES EVERY WEEK FOR EVERY
BUSINESS ASSOCIATE. HALF AN HOUR FOR EACH MEMBER OF YOUR TEAM BROKEN UP INTO THREE
SEGMENTS: TEN MINUTES FOR THEIR AGENDA, TEN MINUTES FOR YOURS AND TEN TO TALK ABOUT
THE FUTURE. WHAT YOU FIND OUT VERY QUICKLY IS THAT THIS DISCIPLINE ACTUALLY FREES UP TIME
FOR BOTH OF YOU. THIS HAPPENS BECAUSE QUESTIONS THAT COME UP DURING THE WEEK DON’T
BECOME INTERRUPTIONS BECAUSE THEY CAN WAIT A DAY TO BE ASKED AND QUESTIONS THAT
WAIT OFTEN RESOLVE THEMSELVES.
• THE SECOND THING THAT HAPPENS WITH WEEKLY ONE-ON-ONES IS THAT YOU REALLY GET TO
KNOW YOUR PEOPLE. IN THEIR TEN MINUTES THEY CAN TALK ABOUT WORK OR THEIR KIDS OR
WHATEVER; IT DOESN’T MATTER. WHAT MATTERS IS THAT THE ASSOCIATE SEES THEY’RE THE
HIGHEST PRIORITY ITEM IN YOUR WORK LIFE. THAT PAYS TREMENDOUS DIVIDENDS IN TIME AND
COMMITMENT TO THE WORK ON THEIR PART. FINALLY, WHEN YOU BLOCK OUT REGULAR TIME TO
TALK ABOUT THE FUTURE YOU GET A CLEAR UNDERSTANDING OF WHERE THE BUSINESS ASSOCIATE
THINKS S/HE IS GOING WITH THE COMPANY.
• GIVE CONSTANT FEEDBACK.
• MANY PEOPE SAY THAT SALES PEOPLE ARE “COIN OPERATED.” THIS IS TRUE BECAUSE MONEY IS A
GREAT FORM OF FEEDBACK. MORE MONEY MEANS YOU’RE DOING YOUR JOB BETTER; LESS MEANS
YOU’RE PERFORMING WORSE.
• MONEY NOTWITHSTANDING, FEEDBACK ABOVE ALL ELSE, IS THE KEY TO DRIVING SALES
PERFORMANCE. IF YOU HAVE A FIELD-BASED TEAM, THEN TOUCH BASE FREQUENTLY. DELIVER
FEEDBACK VIA REGULAR PHONE CALLS, SKYPE CHATS, OR EVEN USING A MOBILE MESSAGING
APPLICATION.
• THE BEST RATIO OF FEEDBACK IS 5:1, POSITIVE TO NEGATIVE. FOCUS ON TELLING YOUR TEAM
WHAT TO DO, RATHER THAN POINTING OUT WHAT NOT TO DO. IF YOUR TEAM KNOWS WHAT TO
DO AND FEELS SUPPORTED TO PERFORM, YOUR TEAM IS POISED TO WIN.
• ONBOARDING - IMAGINE PRESENTING A NEW BUSINESS ASSOCIATE WITH AN ONBOARDING
PLAN. THE PLAN INCLUDES THE LEARNING GOALS WITH DUE DATES, STATUS AND
PROGRESS. LEARNING GOALS MAY INCLUDE WATCHING VIDEOS, COMPLETING MENTORING
SESSIONS WITH YOU, REHEARSING AN HERBAL HOUR, DOING PRODUCT TRAINING AND
COMPLETING KNOWLEDGE QUIZZES. EACH LEARNING GOAL CAN BE SHARED WITH
CONTRIBUTORS WHO ARE COMMITTED TO HELP THIS NEW BUSINESS ASSOCIATE MEET AND
EXCEED THEIR OBJECTIVES.
• HAVING AN ACCOUNTABILITY PARTNER IS KEY TO MAKING THIS HAPPEN. PAIRING UP NEW
BUSINESS ASSOCIATES TO WORK TOGETHER CAN BE GOOD.
THE BEST WAY TO IMPROVE THE PRODUCTIVITY OF
YOUR SALES TEAM IS TO…
• INCREASE THE CUSTOMER REFERRAL CONTRIBUTION IN YOUR PIPELINE.
• WHAT IF EVERY TIME ONE OF YOUR ASSOCIATES SIGNED UP A NEW CUSTOMER, THEY COULD
GET 5 MORE REFERRALS? THE REFERRALS WOULD BE HIGH QUALITY AND THE NEW CUSTOMER
WOULD DO A LOT OF THE SELLING FOR YOU — IT’S AN IMMEDIATE BOOST TO YOUR PIPELINE.
ALWAYS GET YOUR ASSOCIATES TO ASK, “IS THERE ANYONE ELSE IN YOUR NETWORK WHO
WOULD BENEFIT FROM OUR PRODUCTS?” EVERY. SINGLE. TIME.
• IF A NEW SALESPERSON GETS UP EARLY EACH MORNING, WORKS HARD, PLANS THEIR DAY,
WORKS STEADILY ALL DAY LONG, TALKS TO AS MANY PROSPECTS AS POSSIBLE, FOLLOWS UP
PERSISTENTLY, AND CONTINUALLY WORKS ON THEMSELF TO IMPROVE THEIR SELLING SKILLS
BY READING, AUDIO LEARNING AND REGULAR ATTENDANCE AT SALES COURSES AND
SEMINARS, THEY ARE GOING TO BE FAR MORE SUCCESSFUL THAN ANOTHER SALESPERSON
WHO FAILS TO DO THESE THINGS. THEIR HIGH EARNINGS WILL NOT BE A MATTER OF LUCK
BUT RATHER OF DESIGN AND HARD WORK.
6 STEPS TO ACHIEVING SALES GOALS
HERE’S A ROADMAP YOU CAN FOLLOW:
•
REVIEW YOUR SALES GOALS FIRST THING IN THE MORNING EVERY DAY. SAY YOUR BIG PICTURE GOAL OUT LOUD (YES, SERIOUSLY), THEN GO
SCAN YOUR PLAN FOR THE WEEK AND REVIEW GOALS AND ACTIONS FOR THE DAY. AT THE END OF EACH DAY, REVIEW HOW THE DAY WENT,
AND SET GOALS AND ACTIONS FOR THE NEXT DAY.
•
ON FRIDAY OR SATURDAY, REVIEW THE WEEK AND SET GOALS AND ACTIONS FOR THE NEXT WEEK.
•
ONCE PER WEEK (THIS CAN BE AT YOUR FRIDAY OR SATURDAY REVIEW SESSION), REVIEW YOUR GOALS WITH A GOALS PARTNER. YOUR GOALS
PARTNER CAN BE A PEER, A MENTOR, A COACH, OR A FRIEND, BUT IT’S SOMEONE YOU EXPLICITLY WORK WITH EACH WEEK TO MAKE SURE
YOU’RE ON TOP OF YOUR GOALS, STAYING COMMITTED, AND PUSHING YOURSELF. ALONG WITH GOALS, MILESTONES, AND PROGRESS, YOU
SHOULD DISCUSS ANY HASSLES OR POTHOLES THAT ARE HOLDING YOU BACK SO YOU CAN FIGHT YOUR WAY THROUGH THEM.
•
ONCE PER MONTH, MEET WITH A SMALL GROUP OF PEOPLE YOU TRUST TO REVIEW WHAT YOU’RE DOING, WHERE YOU’RE HEADED, WHAT
YOU’LL DO IN THE NEXT MONTH, AND GET IDEAS FOR HOW YOU CAN ACHIEVE MORE AND SHAKE OFF ANY NAGGING HASSLES THAT ARE
HOLDING YOU BACK.
•
ONCE PER QUARTER, REVIEW YOUR PROGRESS TOWARD YOUR ANNUAL GOAL. SET NO MORE THAN 3 QUARTERLY PRIORITIES THAT YOU’LL
DIRECT ALL YOUR PASSION, ENERGY, AND INTENSITY TOWARD SO YOU CAN STAY ON TRACK TO MEET YOUR ANNUAL TARGETS. DURING THE
QUARTERLY MEETING, STEP BACK AND ASK YOURSELF, “WHAT DO I ABSOLUTELY, POSITIVELY NEED TO GET DONE OVER THE NEXT THREE MONTHS
TO ACHIEVE MY ANNUAL GOALS?” DEFINE IT, COMMIT TO IT, AND SET YOUR MONTHLY TARGETS AND ACTIONS FOR THE NEXT THREE MONTHS.
•
ONCE PER YEAR, SET YOUR TARGETS FOR THE NEXT YEAR. MAKE SURE YOU ASK YOURSELF, “WHAT DO I NEED TO DO TO GET TO MY BIG PICTURE
GOAL?” WHEN YOU’RE DONE WITH YOUR GOALS AND PLAN, ASK YOURSELF, “IF I GET DONE WHAT I AM ABOUT TO DO, WILL IT HELP ME GET TO
MY BIG-PICTURE GOAL?” MAKE SURE IT DOES BEFORE YOU PUT YOUR HEAD DOWN FOR A YEAR AND MAKE IT HAPPEN.
BOOKS ON THE SUBJECT
• THE 5 DYSFUNCTIONS OF A TEAM – PATRICK LENCIONI
• DEVELOPING THE LEADERS AROUND YOU – JOHN MAXWELL
• LEADER WITHOUT A TITLE – ROBIN SHARMA