Essential Direct Sales Skills

When I share my "why" at parties, I always say that I never did direct sales before but the truth is I was a kit-napper.  I joined direct sales companies for the kit and the discounts then when the shopping bug for that product died - I found another company or just went shopping the traditional way - in a store!  As I have shared before, I started with my current direct sales company as a hobby - for my love of the product which meant discounts.  Somewhere in the back of my mind, I thought "Maybe I could sell this" but it took some time before I actually thought of it as a business.  

I came across a blog called "3 essential skills that Women Lack in Direct Sales" and began thinking about my own journey in the direct selling world.  The three skills that the writer talks about are computer skills, organizational skills and branding skills.    

Computer skills are more than just Facebook and email and should include some other applications like excel, power point and word/ publisher.  This was an easy one for me and I think for most women today.  As a mom, we need to be a little tech savvy to monitor what our children are doing on the computer.  If you have worked outside of the home at all, in all likelihood computers are involved in some aspect of your job.  I have found that many of the direct sales companies have forms, tracking mechanisms, etc. that can be downloaded and used.  An important skill but one that can be learned with a little bit of help.

Organizational skills - so for me this is an ongoing challenge.  I look back at the days when I was crazy busy: working a 40 - 50 hour work week, commuting 1 1/2 hours round-trip to work, single mom with a daughter who had a passion for competitive sports (gymnastics, field hockey, all-star cheerleader) outside of school and a craft business on the side which included making and selling American Girl doll clothes.  Of course I am organized, right?  The busier I am the more organized I am - the more time I have, the harder it is for me to be organized.  Seems kind of crazy but I keep thinking that I can do that later then later doesn't come.  I work best under pressure or deadlines which is not always good for my personal business.  I had a system that kept everything going.  As I moved into Leadership in Direct Sales, I have found it difficult to find a system that works for me to keep everything going.  Probably not the best thing to share with any potential recruit but I believe in being honest - you need to find a system that works in order to incorporate your business into your life.  On the outside, I am organized, supportive and a growing leader.  In my office - I am a hot mess.  I can find things quickly and respond to requests in a timely manner but it looks like a mess.  Something that I am working on.

Branding skills - this was a new one for me.  Branding to me was ONE of these titles: Belinda's mom, COO for Bethel, Social Worker, Bag Lady when in reality I was all of these things.  I often wonder how people see me?  I know that they see me differently than I see myself just by the comments, requests and questions that I get on a regular basis.  I am learning to incorporate all of those things in my brand which I hope will be a "motivator for women".  Thank you Vanessa Coppes for teaching me about branding.  I thought I had to wait to brand myself until I reached a specific level in my direct sales company but the truth is I can start NOW when I am a Director.  I guess I really started when I was a Consultant and was drawing recruits in without even trying to find them.

I don't claim to be an expert in any of these areas but I am growing.  When I don't know something, I ask.  As women, we already have many of the skills necessary to have a successful direct sales business.  I used to tell recovering, struggling addicts to take the skills that they used on the streets to sell and do drugs then apply it in a positive way to change your life.  In essence that is what each of us have to do with the skills that have - learn how to translate them into something that will help us in our business.  Not sure how to do this, ask someone how they see you?  You may be pleasantly surprised by their response.

Would love to hear about your organizational systems?  Please feel free to share you ideas.  Have a ThirtyOne-derful day!

So You Want to be a Leader?

I never thought of myself as a leader, let alone a great leader.  I have always been a "behind" the scenes girl.  When attention was drawn to the work that I did, I backed away and gave credit to bosses or those on my team, anyone else but me since I did not like being in the spotlight.  When I made the official decision to go into leadership with my Direct Sales company - the thought terrified me.  What did I know about being a leader?  I didn't want to let anyone down - my up-line, my team, my family or friends.   I have been a "people pleaser" most of my life, a follower and not a leader.   

I saw an interesting quote on Direct Selling Education Foundation  that said "the more others respect you as a leader, the more successful your business will be."  Here are some basic tips that may help you to be a LEADER:

1. Keep your word.  This is a basic concept for life.  If you give someone your word, it should mean something.
2. Be inclusive, welcoming and make others feel safe.  If you do not get this kind of support from you company sponsor or director, find someone in the company that makes you feel like this way.  I have been blessed with an AMAZING Director Hope Shortt.  I tell her that I want to be like her when I grow up.  Okay, so I may be a few years older than her but she is a leader that I would follow to the ends of the earth.  I want my team to feel like that as well.
3. Encourage creative thinking.  This was hard for me when I was in the non-profit world, in my early years of being a Program Director.  I lacked confidence in myself so it was difficult to encourage creative thinking in my staff.  As I grew, so did they and so did my ability to encourage "outside of the box" thinking.  I find this a little bit more difficult in direct sales but encourage my team to build their business with a solid foundation of company standards (home parties, etc) and then get creative.  Make their business - THEIR business.  Stand out from the crowd. 
4. Allow people to share ideas and concerns.  Although my early management style was that of a dictator, I have learned to temper my demands and be open to suggestions.  I had a potential recruit come to a team training and share how she felt with my current party style.  WOW! In a room full of other consultants, that was a hard pill to swallow but I listened and thanked her for her suggestions.  Yes, I have since changed my party style.
5. Support others and help them grow.  I tell my recruits that when they sign up, they not only get their kit and the company but they get me.  I am there to help them in good times and bad.  It isn't just about MY income or MY goals but it is about helping them grow in their business and in their personal lives.    
6. Keep things running smoothly.  This is sometimes tough for me.  On the outside, I have it all together but my desk and office is another thing.  I know where everything is but am still trying to find the right systems that will help me work smarter, not harder.  I am open to suggestions if anyone has any.
7. Maintain an exciting and fun atmosphere.  This was tough for me when I worked for non-profits.  I was insecure and thought that too much fun was a sign of bad management.  Over time, I found that it was important to have a place that people enjoyed working in and coming in every day.  As a direct sales leader, my team tells me all of the time - You are crazy!  I like to make things fun for them, get them excited and that way they share that excitement with their customers and their teams.
8. Hold others accountable for their actions.  I was a tough boss in the workplace but EVERYONE got treated the same - good or bad.  As a direct sales leader, I struggle with holding my team accountable for their actions/ goals.  I do try to encourage them and help them along the way but sometimes that isn't enough.  I never want them to feel like I am there for them only because of the money or what their goals mean to my business.

As I have said before, I originally fell into leadership but then I made a conscious decision that I wanted to be a leader.  I do a little each week to work on my personal development.  I know that if I focus on overcoming my challenges as a leader, I will be able to be a more effective one for my team.  What qualities do you think make a good leader?

Have a ThirtyOne -derful day!  

Becoming a Leader

Several months ago, I promoted to Director with Thirty One - a goal that I had been working towards for several months.  In fact, that was my main goal to achieve before National Conference this year in Atlanta.  Goal achieved!  

As I read an article by Karen Phelps on Leadership Skills, I realized that I had achieved my goal but didn't know what to do next.  Although I have been a Program Coordinator and a Chief Operating Officer in the non-profit world, in the direct selling world of leaders - I was clueless.  It seems that after doing some research, I wasn't alone according to Karen Phelps - "many direct selling leaders arrive accidentally at a new position and aren't sure how they got there or what to do next".  On paper my goal was to be a Director but I don't know if I really knew what that meant (besides a more money in my commission check).  The reality that there was more to being a Director hit when one of my downline recruited TWO new team members.  Her question "Who will send them their new consultant binders - you or Hope Shortt (my Director)?" SMACK!  It would now be me and I was definitely not ready for that task.  Quickly, I began to cut and paste what I was sent to send to MY new team members.

So, here are a few tips that I gained from the article and will begin to put into action for myself:

• Change yourself first!  If you need to change things in your life, start there.  Don't worry about what everyone else is doing just what positive things you can change.  This is a tough one for me because I almost always catch myself comparing my business to others.
• Realize that human beings are emotional and that what we say and do is based on our emotions.  Basically, we need to take time to find out about our team.  I have been blessed to be able to connect (even if only by Facebook or email) with most of my team so I know what their goals (large or small) are as it relates to their business.
• Good leaders are empathetic and sensitive to others.  Basically, be a good listener so that you can hear what they are saying between the lines.  The more that you listen, the more they will trust you.
• One of the greatest ways to influence others is by asking questions and really listening to the answers.  Don't state a comment if you can ask a question.  This goes along with the 10-second rule that I learned from Dana Wilde from the MindAware.  If you are talking for more than 10-seconds after you ask a question - you aren't listening.  I try to practice this on a regular basis.
• Set a good example!  People love to follow a leader that knows where she is going.  Good leaders are self-disciplined, have clear ideals and continually aspire to reach their goals.  Sometimes I think I just fall into this.  I do have goals, a vision board and on most days clear ideals.  As far as self-disciplined, this is something that I have to work on.
• Keep Learning!  When you arrive at a leadership level it is the perfect time to learn new skills so you and your team can keep ahead in the game!  I am always looking for new tips and skills that I can put into practice as well as share with my team.

So, even though my goal was to promote to Director, I am not sure the reality of it has hit or will hit until I have the privilege of walking across stage at National Conference in July to meet THE Cindy Monroe and have my picture taken.  On any given day, I have to have FAITH that God is with me, walking beside me to help me on this journey and is guiding me to fulfill my mission which is "to inspire and nurture women; cultivating their inner beauty that God delights in.  To help them identify their dreams while providing personal, preferred service to my Thirty One customers, hostesses and team."   

Have a ThirtyOne-derful day!