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Direct Sales Leadership - Setting Expectations

Posted by abelrichard on February 26th, 2020

In direct sales leadership mindset is one of the critical factors to success. The right mindset can move you quickly through the ranks toward upper-level leadership. Developing the proper mindset takes work. And frequently we as leaders fall short in the critical section of setting boundaries and expectations.

In previous articles, I've talked about the ability of setting expectations along with your hosts. As a direct sales leader, it's equally important to create expectations along with your personal recruits along with other team members. Failing to create healthy boundaries in your company can often result in being pushed to complete too much hand-holding, and is usually at the expense of your personal book of direct sales business.

Listed below are "the don'ts" - five of my top ten techniques for setting clear expectations along with your direct sales team:

Don't waffle. As leaders, we want to help our teams be successful. In as much as we have to be firm with expectations when communicating with your hosts, so too must we be firm with the expectations we set with your teams Matt Hart Betterworks. Adhere to your call-in hours, and when someone tries to violate them, be firm, and clear. Respect their time, and they will learn to respect yours.
Don't coddle. Hand-holding is not doing your consultants any favors. You're actually enabling them, and they will come to you for everything - like the resources they may easily find on their own. Quality leadership means training your team to know where to attend obtain questions answered. You should only be the past resort resource and the go-to for new training, tools and advice. Require your team to know the consultant manual, order entry, presentation basics and how to carry a recruiting interview. While it is a nice ego boost to be asked to assist on a recruiting call, it's hardly the best utilization of your time if you might be holding your own appointments in that time slot.
Don't quit your own book of business. See number 2 above. If you're spending all your time working with consultants, when have you got time to work your own book of business? Make your own business a priority and lead by example. A healthier calendar full of appointments that serve your own business is equally as important as coaching and training time along with your team.
Don't quit your life. The thing perhaps more important than number three above is to make time for your personal needs and your personal life. Direct Sales is really a vehicle to make your dreams come true, but when you're bogged down in the grunt work of your company, you'll never have time to live that dream. Delegate the non-essentials to your team or an assistant (see number 5).
Don't take action alone. Whether you have family support, team support or perhaps a personal assistant for your company, know your limits, and find qualified help to deal with the rest. A real leader centers around what I call IPA - Important Personal Activies or Income Producing Activities. Whenever you step right into a leadership role, it's silly to try to keep most of the plates spinning by yourself. You've earned the right to own help. Require it!
These five tips are foundational to a healthier group of boundaries as a direct sales leader. Without them, you'll spend too much time not making money. That is a sure fire strategy to use out of business fast.

Also See: Direct Sales, Expectations Along, Too Much, Setting Expectations, Team, Sales, Own

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