Over the past several years, I have found myself in a unique niche: start up direct sales companies. In the last 5 years I have helped to launch nearly a dozen. As I work with Direct Sales startups I find one recurring theme, those who invest in training and development grow. Those who do not, become part of the 90% statistic.
With all of the “musts” like inventory, warehouse space and back office programs, sales training and development programs often take back seat. It is often difficult for a start up company to see their way clear to allocate funds for someone to write training materials and develop sales programs. So many times the very foundation for success is little more than an after thought.
In an effort to save money, start up companies often duplicate existing materials or seek “boilerplate” options. They end up with “monkey see- monkey do” resources based on a tired methodology. No one would ever “boiler plate” their branding yet many toy with that very idea for the backbone of their sales organization.
The result is a frustrated sales force and flagging sales. Too often THAT is the point at which companies begin to get serious about sales force development. The reality is, that every company needs programs and materials that are tailored to their brand, product and mission. New companies need a fresh approach in a sea of duplication.
Build the people and the people will build your business.
Michelle Archer is a seasoned, veteran executive in the direct selling industry. Her past corporate and field experience gives her a fresh perspective on business, success and direct selling. She partners with young companies and individuals through executive coaching and consulting to explode their potential. Connect with her on Facebook Learn more at http://directsalesinstitute.com/