Establishing a Winning Team - Avon the beauty of knowledge ...

Establishing a Winning Team
How to encourage top performance
Development Contact 2

2
Development Contact 2:
Overview and Benefits
• Learn how to influence the performance
of your Downline
• Learn the 5 Winning Behaviors to succeed
in Sales Leadership
• Learn how to conduct Training Contact 2
Table of Contents
Business Review ......................................................... 2–7
Winning Behaviors and Training Contact 2 ................... 8–18
Products ...................................................................... 19
Understanding Reports ................................................ 20–21
Goals and Calendar Planning ....................................... 22–24
Did
you
know?
Avon is the #1 Direct Selling Company,
globally. Every single second of the day, a
woman buys an Avon lipstick.
You already have the
best foundation for a
winning team: YOU!
Your determination to become a dynamic Sales Leader will fuel
your personal earning opportunity to even greater success.
Short-term dreams/goals­
­
Long-term dreams/goals
­
“Avon has given me the flexibility to take care
of my four young children when they need me.
It has provided a full-time income in part-time
hours. All my dreams are coming true!
I have a lovely house, I own two cars and
I can vacation when I want.”
—Rachel, Executive Unit Leader

Congratulations on your
achievements so far!
Let’s see where we can work together to help you
accomplish your goals and dreams.
What has been your proudest business accomplishment?
Target title____________________­Target campaign____________________­
SELL:
Personal Sales
SHARE:
# of Representatives
in 1st generation
SHOW:
# of Sales Leaders
(indicate title)
in 1st generation
Total Unit Sales
Estimated Earnings
Target Title
Requirement
Last Campaign
Results
Remember: accelerate your business
with a Fast Start!
Variance to
Achievement
Which activities have you conducted to develop your team?
Prospecting
Appointing of Representatives/Sales Leaders
Training Contacts with Representatives
Development Contacts with your Sales Leaders
Which Beauty of Knowledge (BOK) courses have you and
your Downline taken?
How can I further support you?
Now that we have established where
your business is, let’s talk about
maximizing your rewards.

Maximize your rewards
with Avon
Whether it is mentoring others in Sales Leadership or breaking records
as a Top Seller, Avon rewards your hard work and productivity.
From the list below, put an [X] in the boxes of the opportunities you
are currently taking advantage of and put a [4] in the boxes of the
ones you will add in the next 30 days.
Avon Sales Leadership
Earning Opportunities
Profits from product sales
New Representative Earnings Offer
New product demonstration offers
Description
Up to 0% earnings from personal and
e-sales
Guaranteed 50% earnings on full
commission products, during first 4
campaigns*, when orders are placed online
Discount on new products in advance
of introduction
Multiple demonstration product offers Discount on bundled products
President’s Club rewards
Incentive programs
Fast Start Bonus
Free products and exclusive benefits
for attaining membership
Variable rewards for meeting incentive
requirements
$ 00+ for title achievement within first
campaigns of Leadership*
1st generation earnings Up to 12% earnings from Downline sales
2nd generation earnings Up to % earnings from Downline sales
3rd generation earnings Up to 2% earnings from Downline sales
Sales Leadership performance points
Car allowance
*See program details in Avon Reference Guide.
**For SEUL only.
Bonus points to supplement personal
sales requirement
Up to $800 per month for developing EULs**
Help your team win by showing them
the power of Avon’s Earning Opportunities.
Now is the time to be the best of the best, and watch
your earnings multiply as you advance in title.
Title
Average Sales Leader
Earnings pER CAmpAign
Unit Leader $50*
Advanced
Unit Leader
Executive
Unit Leader
Senior Executive
Unit Leader
$310*
$1,110*
$5,300*
*Average earnings per campaign from 2006. Your earnings and results may vary.
“So many of my dreams have come true since
I joined Avon. I’ve given my family the best of
everything—education here and abroad, frequent
travel, exclusive club memberships and prime real
estate acquisitions. I also have the opportunity
to give back to my community.”
—Dulce, Senior Executive Unit Leader

5
1
2
3
4
5
Winning Behaviors
to succeed in Sales
Leadership
The behaviors listed below will help you
succeed in your first 6 to 12 campaigns
as a Sales Leader.
Prospect at least 3 new people
every day
Appoint at least 3 new Representatives
every campaign
Train at least 12 new Representatives
every campaign
Develop at least 1 new Sales Leader
every campaign
Sell to at least 20 Customers every
campaign
Grow your team, and take the time to consistently
inspire and train your Downline because you will
benefit from their achievements too. That’s the key to
establishing a winning sales team.
“Though it may be difficult at first, it is important
to be able to find the balance between
personal selling and practicing PATD with
the team. I see that with this balance,
my income is increasing, as I recently
made my first dream come true by
achieving the Fast Start Bonus.”
Did
you
know?
—Lisa, Executive Unit Leader
The minimum group sales of an Advanced
Unit Leader are $ ,000 per campaign, with an
average 1st Generation Downline of !
Your individual results may vary.

10
5 Winning Behaviors:
Prospect
Today’s enthusiastic
Recruits are tomorrow’s
successful team
Every day, around the world, emerging
Avon Sales Leaders just like you are
building a more profitable business
through network marketing. You’ll
discover that using Avon’s simple,
proven method of Prospecting can
rapidly improve your earnings
and professional
potential.
Your Prospecting Outlook
Read the statements below and check the answer
that best describes how you view Prospecting.
Would you say Prospecting is always your first
priority activity?
Do you feel comfortable asking an acquaintance or
friend for a referral?
Do you feel comfortable approaching a total stranger
for Prospecting and Appointing?
Do you consistently follow up with Prospects?
Do you believe every person you talk to can become
interested in the Avon Earning Opportunity?
Do you talk to at least 3 new people every day about the
Avon Earning Opportunity?
Do you consistently ask for referrals from Prospects
who say no to the Avon Earning Opportunity?
Do you discuss your Prospecting ideas and
suggestions with your Upline?
When an Appointment is canceled at the last minute,
do you use that time for Prospecting?
Do you keep yourself informed of market changes or
growth in your area?
Yes Sometimes No
If you answered “Yes” to 6 or more questions, you have a positive attitude
towards Prospecting.
If you answered “Sometimes” to 6 or more questions, keep practicing and
your confidence will soar.
If you answered “No” to 6 or more questions, let’s schedule another
Prospecting observation so you can become comfortable with Prospecting.
11

5 Winning Behaviors:
Appoint & Train
Appointing and Training are your
foundation to building a profitable
Sales Team
Based on research, the average order size, activity and retention
of Representatives are consistently higher among those who:
• experience more frequent contact with their Upline
• receive higher level training
• experience working with their Upline as their business partner
Your earnings will increase with consistent Appointing and Training Contacts.
Training Contacts Suggested Timing
Appointment & Training Contact 1
Say Hello to a new Tomorrow
Training Contact 2
Build a Beautiful Business
Training Contact 3
Realize a promising Future
Training Contact 4
Explore your Full potential
At Time of Appointment 1 hour
Approximate
Time
Prior to First Order 45 to 60 minutes
After Receipt of Second
Order
After Receipt of Third
Order
45 to 60 minutes
45 to 60 minutes
What can you do to ensure you will have consistent and
successful Training Contacts with your new Representatives?
“My dreams have come true thanks to the
correct application of PATD. When I appoint
a new Representative, she becomes curious
about Avon and really desires to sell. Ongoing
interactive training is an essential tool for her
continued development.”
—Monica, Advanced Unit Leader
Tip:
Build a Beautiful Business
Successful selling skills to increase your earnings
Training Contact 2
Say Hello to a new Tomorrow
Realize a Promising Future
Selling techniques for top performance
Explore your Full Potential
More opportunities for superior sales
12
An additional way to learn how to conduct
Appointment and Training Contact 1 is to
watch and practice with the Appointment DVD.
Go to yourAVON.com/Sales Leadership Tab. 1

5 Winning Behaviors:
Train
Training Contact 2
teaches selling skills
Each training contact follows 4
simple steps to ensure that new skills
are learned and actions taken to
improve sales performance.
1 2 3 4
Training Contact 2 Flow
Build a Beautiful Business
1. Opening
Discuss selling experiences and leads generated
since Appointment and Training Contact 1
Recognize accomplishments, answer questions
Review Dreams and Goals
2. Demonstrate or explain the topics
Importance of Customers
Review Customer list – Power of 3
Basic selling skills
Samples and brochures
Order and delivery system
Money management
3. Discuss 1 or 2 products
How to use the product to expand Customer base
Focus on the current brochure and new products
Inform Representatives and encourage them
to complete BOK Training courses
4. Set Goals and Targets
Calendar with actions
Introduce Sales Leadership program and President’s Club
Reinforce Goals and Dreams
Schedule time for Training Contact 3
Lead generation
Invite to Avon Opportunity Meeting (AOM)
Opening Demonstrate or Discuss 1 or 2
Set Goals
1
explain the topics products
and Targets
Build a Beautiful Business
Successful selling skills to increase your earnings
Training Contact 2
1

5 Winning Behaviors:
Develop
Be as successful as YOU want to be
Investing time in your own development will give you amazing
financial and professional growth to Unit Leader, Advanced Unit
Leader and beyond.
Build a Fabulous Foundation
How to be a Successful Sales Leader
Development Contact 1
Development Contact 1
Build a Fabulous Foundation
Suggested Timing
Within 1 to 2 weeks after Representative
submits contract for first Recruit*
Field Observation
Within 2 weeks after Development
Contact 1
*Sales Leader will receive a Welcome to
Sales Leadership packet that includes
D1 and D2 booklets.
Establishing a Winning Team
How to encourage top performance
Development Contact 2
Development Contact 2
Establishing a Winning Team
Suggested Timing
Within 2 weeks after Development
Contact 1 Field Observation
Field Observation
Within 2 weeks after Development
Contact 2
You will learn how to conduct Development contacts with your
Downline as soon as you have identified a prospective Sales Leader
from your team.
Strengthening Your Team’s
Performance
How to develop your team
Development Contact 3
Development Contact
Strengthening your Team’s
Performance
Suggested Timing
Within 2 weeks after achievement
of Unit Leader status*
Field Observation
Within 2 weeks after Development
Contact 3
*Sales Leader will receive a Unit Leader Kit
that includes D3 and D4 booklets.
Gaining Momentum
with your Team
4
How to energize your team
Development Contact
Line up your team
Building a great sales team
Development Contact 2
FPO: For Position Only, Layout, art, and copy will change
Development Contact
Gaining Momentum
with your Team
Suggested Timing
Within 2 to 4 weeks after Development
Contact 3 Field Observation
Field Observation
Within 2 weeks after Development
Contact 4
1 1

1
5 Winning Behaviors:
Sell
Avon Products:
Use them, Love them, Share them
When you maximize the use of personal product recommendations,
it can lead to higher personal and team sales.
Increase your team’s productivity by:
• Finding new Customers
• Increasing Customer average order
-Selling innovative products
-Demonstrating product use
-Sharing your belief in the products
Tip:
Success in selling is contagious—if your team
sees your personal sales increase, they will want
to follow your example.
Use this exercise with your
team to increase your total
group sales
Choose an Avon product that you really believe in.
Write down, in your own words, statements that you
feel will encourage your Customers to buy the product
for themselves.
Using your own Customer base as an example, let’s
calculate how much more you would earn if at least
half of your Customers bought this product.
A Price of product for current campaign
B 50% of total number of Customers
C Total additional sales (A x B)
D Potential additional Earnings
(C x % Earnings)
To strengthen your team’s sales performance and to advance your title,
repeat this exercise every campaign with your Downline.
1

From personal sales to team
performance, regular reports
keep you on track
Performance reports are an excellent way of tracking your personal
and team’s success. Use reports to recognize your Downline, highlight
areas for improvement, increase your team’s average order and
impact retention.
Sales Leader Earnings Statement
Provides details on personal sales and 1st, 2nd and 3rd
Generation Sales and Earnings
Earnings Statement Report Summary
Report Sections Description
Campaign summary
Campaign summary results
by generations
Summary of performance and earnings
against Leadership qualifiers
Summary of performance from 1st, 2nd and
3rd generations
Potential earnings for future payment Performance per Downline from current campaign
Earnings released this campaign
Performance per Downline from previous
campaign, less unpaid sales
Earnings held from prior campaign Unpaid sales performance
Sales Leader qualifications List of qualified Sales Leaders from the team
Additional information about
Downlines
Purchase and payment history of Downlines
The Fortune in Avon is in
consistent Follow-Up!
Identify Representatives to follow up with from your
Earnings Statement
Representatives with no order
Representatives just below next earnings level
Representatives who just received 1st order
Confirm potential Sales Leaders from Earnings Statement
Register as an eRepresentative on yourAVON.com to manage your
Leadership business through Downline Manager and to access
Leadership reports and communication tools.
20 21

22
Your winning strategy
Your actions beginning today can make a big difference to your
success. Prioritize your tasks using the following important activities:
Within
48 Hours Call Representatives with no orders or just below next
earnings level
Expand or create your “Who Do You Know” List
Call new Representatives who just received 1st order and
confirm next contact
Call potential Sales Leaders from Earnings Statement
Priority
Actions Prospect at least 3 new people every day
Appoint at least 3 new Representatives per campaign
Conduct Training Contact 2 with your Representatives
Follow up with active Representatives to encourage repeat orders
Develop at least 1 new Sales Leader candidate per campaign
Conduct Training Contact 3 with Upline observing
Sign up to be an eRepresentative
Complete BOK courses
Check each box as you complete each task.
Remember, your success with Avon
is in consistent follow-up!
Manage your time well:
it’s the key to achieving your
target title and earnings
Month __________
Sunday
Monday
• Circulate Brochures
• Submit Order
• Deliver Orders
• Prospecting
Tuesday
Wednesday
• Appointments
• Training Contacts
• Development Contacts
• Sales Meeting
Thursday
Friday
Saturday
• Opportunity Meetings
• Field Observations
• Review/Leadership Reports
• Follow Up/Call Representatives
• Beauty of Knowledge Courses
2

Mark your calendar!
You’re ready to move on to the next step in Sales Leadership.
Key Dates & Information
Training Contact 2 Field Observation:
Date: ________________ Place: ______________________ Time: ____________
Training Contact____:
Date: ________________ Place: ______________________ Time: ____________
Development Contact 3:
Date: ________________ Place: ______________________ Time: ____________
Sales Meeting:
Date: ________________ Place: ______________________ Time: ____________
Avon Opportunity Meeting:
Date: ________________ Place: ______________________ Time: ____________
Beauty of Knowledge Courses:
“Sharing the Opportunity” Date completed: __________________________
“Connecting with Others” Date completed: __________________________
In the meantime, you can always call me _____________________________
your Upline/District Manager at (______) _______ - _____________________
National Sales Leadership Hotline:
1-800-468-4600
United States 59744-9