Establishing a Winning Team - Avon the beauty of knowledge ...
Establishing a Winning Team - Avon the beauty of knowledge ...
Establishing a Winning Team - Avon the beauty of knowledge ...
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<strong>Establishing</strong> a <strong>Winning</strong> <strong>Team</strong><br />
How to encourage top performance<br />
Development Contact 2
2<br />
Development Contact 2:<br />
Overview and Benefits<br />
• Learn how to influence <strong>the</strong> performance<br />
<strong>of</strong> your Downline<br />
• Learn <strong>the</strong> 5 <strong>Winning</strong> Behaviors to succeed<br />
in Sales Leadership<br />
• Learn how to conduct Training Contact 2<br />
Table <strong>of</strong> Contents<br />
Business Review ......................................................... 2–7<br />
<strong>Winning</strong> Behaviors and Training Contact 2 ................... 8–18<br />
Products ...................................................................... 19<br />
Understanding Reports ................................................ 20–21<br />
Goals and Calendar Planning ....................................... 22–24<br />
Did<br />
you<br />
know?<br />
<strong>Avon</strong> is <strong>the</strong> #1 Direct Selling Company,<br />
globally. Every single second <strong>of</strong> <strong>the</strong> day, a<br />
woman buys an <strong>Avon</strong> lipstick.<br />
You already have <strong>the</strong><br />
best foundation for a<br />
winning team: YOU!<br />
Your determination to become a dynamic Sales Leader will fuel<br />
your personal earning opportunity to even greater success.<br />
Short-term dreams/goals<br />
<br />
Long-term dreams/goals<br />
<br />
“<strong>Avon</strong> has given me <strong>the</strong> flexibility to take care<br />
<strong>of</strong> my four young children when <strong>the</strong>y need me.<br />
It has provided a full-time income in part-time<br />
hours. All my dreams are coming true!<br />
I have a lovely house, I own two cars and<br />
I can vacation when I want.”<br />
—Rachel, Executive Unit Leader
Congratulations on your<br />
achievements so far!<br />
Let’s see where we can work toge<strong>the</strong>r to help you<br />
accomplish your goals and dreams.<br />
What has been your proudest business accomplishment?<br />
Target title____________________Target campaign____________________<br />
SELL:<br />
Personal Sales<br />
SHARE:<br />
# <strong>of</strong> Representatives<br />
in 1st generation<br />
SHOW:<br />
# <strong>of</strong> Sales Leaders<br />
(indicate title)<br />
in 1st generation<br />
Total Unit Sales<br />
Estimated Earnings<br />
Target Title<br />
Requirement<br />
Last Campaign<br />
Results<br />
Remember: accelerate your business<br />
with a Fast Start!<br />
Variance to<br />
Achievement<br />
Which activities have you conducted to develop your team?<br />
Prospecting<br />
Appointing <strong>of</strong> Representatives/Sales Leaders<br />
Training Contacts with Representatives<br />
Development Contacts with your Sales Leaders<br />
Which Beauty <strong>of</strong> Knowledge (BOK) courses have you and<br />
your Downline taken?<br />
How can I fur<strong>the</strong>r support you?<br />
Now that we have established where<br />
your business is, let’s talk about<br />
maximizing your rewards.
Maximize your rewards<br />
with <strong>Avon</strong><br />
Whe<strong>the</strong>r it is mentoring o<strong>the</strong>rs in Sales Leadership or breaking records<br />
as a Top Seller, <strong>Avon</strong> rewards your hard work and productivity.<br />
From <strong>the</strong> list below, put an [X] in <strong>the</strong> boxes <strong>of</strong> <strong>the</strong> opportunities you<br />
are currently taking advantage <strong>of</strong> and put a [4] in <strong>the</strong> boxes <strong>of</strong> <strong>the</strong><br />
ones you will add in <strong>the</strong> next 30 days.<br />
<strong>Avon</strong> Sales Leadership<br />
Earning Opportunities<br />
Pr<strong>of</strong>its from product sales<br />
New Representative Earnings Offer<br />
New product demonstration <strong>of</strong>fers<br />
Description<br />
Up to 0% earnings from personal and<br />
e-sales<br />
Guaranteed 50% earnings on full<br />
commission products, during first 4<br />
campaigns*, when orders are placed online<br />
Discount on new products in advance<br />
<strong>of</strong> introduction<br />
Multiple demonstration product <strong>of</strong>fers Discount on bundled products<br />
President’s Club rewards<br />
Incentive programs<br />
Fast Start Bonus<br />
Free products and exclusive benefits<br />
for attaining membership<br />
Variable rewards for meeting incentive<br />
requirements<br />
$ 00+ for title achievement within first<br />
campaigns <strong>of</strong> Leadership*<br />
1st generation earnings Up to 12% earnings from Downline sales<br />
2nd generation earnings Up to % earnings from Downline sales<br />
3rd generation earnings Up to 2% earnings from Downline sales<br />
Sales Leadership performance points<br />
Car allowance<br />
*See program details in <strong>Avon</strong> Reference Guide.<br />
**For SEUL only.<br />
Bonus points to supplement personal<br />
sales requirement<br />
Up to $800 per month for developing EULs**<br />
Help your team win by showing <strong>the</strong>m<br />
<strong>the</strong> power <strong>of</strong> <strong>Avon</strong>’s Earning Opportunities.<br />
Now is <strong>the</strong> time to be <strong>the</strong> best <strong>of</strong> <strong>the</strong> best, and watch<br />
your earnings multiply as you advance in title.<br />
Title<br />
Average Sales Leader<br />
Earnings pER CAmpAign<br />
Unit Leader $50*<br />
Advanced<br />
Unit Leader<br />
Executive<br />
Unit Leader<br />
Senior Executive<br />
Unit Leader<br />
$310*<br />
$1,110*<br />
$5,300*<br />
*Average earnings per campaign from 2006. Your earnings and results may vary.<br />
“So many <strong>of</strong> my dreams have come true since<br />
I joined <strong>Avon</strong>. I’ve given my family <strong>the</strong> best <strong>of</strong><br />
everything—education here and abroad, frequent<br />
travel, exclusive club memberships and prime real<br />
estate acquisitions. I also have <strong>the</strong> opportunity<br />
to give back to my community.”<br />
—Dulce, Senior Executive Unit Leader
5<br />
1<br />
2<br />
3<br />
4<br />
5<br />
<strong>Winning</strong> Behaviors<br />
to succeed in Sales<br />
Leadership<br />
The behaviors listed below will help you<br />
succeed in your first 6 to 12 campaigns<br />
as a Sales Leader.<br />
Prospect at least 3 new people<br />
every day<br />
Appoint at least 3 new Representatives<br />
every campaign<br />
Train at least 12 new Representatives<br />
every campaign<br />
Develop at least 1 new Sales Leader<br />
every campaign<br />
Sell to at least 20 Customers every<br />
campaign<br />
Grow your team, and take <strong>the</strong> time to consistently<br />
inspire and train your Downline because you will<br />
benefit from <strong>the</strong>ir achievements too. That’s <strong>the</strong> key to<br />
establishing a winning sales team.<br />
“Though it may be difficult at first, it is important<br />
to be able to find <strong>the</strong> balance between<br />
personal selling and practicing PATD with<br />
<strong>the</strong> team. I see that with this balance,<br />
my income is increasing, as I recently<br />
made my first dream come true by<br />
achieving <strong>the</strong> Fast Start Bonus.”<br />
Did<br />
you<br />
know?<br />
—Lisa, Executive Unit Leader<br />
The minimum group sales <strong>of</strong> an Advanced<br />
Unit Leader are $ ,000 per campaign, with an<br />
average 1st Generation Downline <strong>of</strong> !<br />
Your individual results may vary.
10<br />
5 <strong>Winning</strong> Behaviors:<br />
Prospect<br />
Today’s enthusiastic<br />
Recruits are tomorrow’s<br />
successful team<br />
Every day, around <strong>the</strong> world, emerging<br />
<strong>Avon</strong> Sales Leaders just like you are<br />
building a more pr<strong>of</strong>itable business<br />
through network marketing. You’ll<br />
discover that using <strong>Avon</strong>’s simple,<br />
proven method <strong>of</strong> Prospecting can<br />
rapidly improve your earnings<br />
and pr<strong>of</strong>essional<br />
potential.<br />
Your Prospecting Outlook<br />
Read <strong>the</strong> statements below and check <strong>the</strong> answer<br />
that best describes how you view Prospecting.<br />
Would you say Prospecting is always your first<br />
priority activity?<br />
Do you feel comfortable asking an acquaintance or<br />
friend for a referral?<br />
Do you feel comfortable approaching a total stranger<br />
for Prospecting and Appointing?<br />
Do you consistently follow up with Prospects?<br />
Do you believe every person you talk to can become<br />
interested in <strong>the</strong> <strong>Avon</strong> Earning Opportunity?<br />
Do you talk to at least 3 new people every day about <strong>the</strong><br />
<strong>Avon</strong> Earning Opportunity?<br />
Do you consistently ask for referrals from Prospects<br />
who say no to <strong>the</strong> <strong>Avon</strong> Earning Opportunity?<br />
Do you discuss your Prospecting ideas and<br />
suggestions with your Upline?<br />
When an Appointment is canceled at <strong>the</strong> last minute,<br />
do you use that time for Prospecting?<br />
Do you keep yourself informed <strong>of</strong> market changes or<br />
growth in your area?<br />
Yes Sometimes No<br />
If you answered “Yes” to 6 or more questions, you have a positive attitude<br />
towards Prospecting.<br />
If you answered “Sometimes” to 6 or more questions, keep practicing and<br />
your confidence will soar.<br />
If you answered “No” to 6 or more questions, let’s schedule ano<strong>the</strong>r<br />
Prospecting observation so you can become comfortable with Prospecting.<br />
11
5 <strong>Winning</strong> Behaviors:<br />
Appoint & Train<br />
Appointing and Training are your<br />
foundation to building a pr<strong>of</strong>itable<br />
Sales <strong>Team</strong><br />
Based on research, <strong>the</strong> average order size, activity and retention<br />
<strong>of</strong> Representatives are consistently higher among those who:<br />
• experience more frequent contact with <strong>the</strong>ir Upline<br />
• receive higher level training<br />
• experience working with <strong>the</strong>ir Upline as <strong>the</strong>ir business partner<br />
Your earnings will increase with consistent Appointing and Training Contacts.<br />
Training Contacts Suggested Timing<br />
Appointment & Training Contact 1<br />
Say Hello to a new Tomorrow<br />
Training Contact 2<br />
Build a Beautiful Business<br />
Training Contact 3<br />
Realize a promising Future<br />
Training Contact 4<br />
Explore your Full potential<br />
At Time <strong>of</strong> Appointment 1 hour<br />
Approximate<br />
Time<br />
Prior to First Order 45 to 60 minutes<br />
After Receipt <strong>of</strong> Second<br />
Order<br />
After Receipt <strong>of</strong> Third<br />
Order<br />
45 to 60 minutes<br />
45 to 60 minutes<br />
What can you do to ensure you will have consistent and<br />
successful Training Contacts with your new Representatives?<br />
“My dreams have come true thanks to <strong>the</strong><br />
correct application <strong>of</strong> PATD. When I appoint<br />
a new Representative, she becomes curious<br />
about <strong>Avon</strong> and really desires to sell. Ongoing<br />
interactive training is an essential tool for her<br />
continued development.”<br />
—Monica, Advanced Unit Leader<br />
Tip:<br />
Build a Beautiful Business<br />
Successful selling skills to increase your earnings<br />
Training Contact 2<br />
Say Hello to a new Tomorrow<br />
Realize a Promising Future<br />
Selling techniques for top performance<br />
Explore your Full Potential<br />
More opportunities for superior sales<br />
12<br />
An additional way to learn how to conduct<br />
Appointment and Training Contact 1 is to<br />
watch and practice with <strong>the</strong> Appointment DVD.<br />
Go to yourAVON.com/Sales Leadership Tab. 1
5 <strong>Winning</strong> Behaviors:<br />
Train<br />
Training Contact 2<br />
teaches selling skills<br />
Each training contact follows 4<br />
simple steps to ensure that new skills<br />
are learned and actions taken to<br />
improve sales performance.<br />
1 2 3 4<br />
Training Contact 2 Flow<br />
Build a Beautiful Business<br />
1. Opening<br />
Discuss selling experiences and leads generated<br />
since Appointment and Training Contact 1<br />
Recognize accomplishments, answer questions<br />
Review Dreams and Goals<br />
2. Demonstrate or explain <strong>the</strong> topics<br />
Importance <strong>of</strong> Customers<br />
Review Customer list – Power <strong>of</strong> 3<br />
Basic selling skills<br />
Samples and brochures<br />
Order and delivery system<br />
Money management<br />
3. Discuss 1 or 2 products<br />
How to use <strong>the</strong> product to expand Customer base<br />
Focus on <strong>the</strong> current brochure and new products<br />
Inform Representatives and encourage <strong>the</strong>m<br />
to complete BOK Training courses<br />
4. Set Goals and Targets<br />
Calendar with actions<br />
Introduce Sales Leadership program and President’s Club<br />
Reinforce Goals and Dreams<br />
Schedule time for Training Contact 3<br />
Lead generation<br />
Invite to <strong>Avon</strong> Opportunity Meeting (AOM)<br />
Opening Demonstrate or Discuss 1 or 2<br />
Set Goals<br />
1<br />
explain <strong>the</strong> topics products<br />
and Targets<br />
Build a Beautiful Business<br />
Successful selling skills to increase your earnings<br />
Training Contact 2<br />
1
5 <strong>Winning</strong> Behaviors:<br />
Develop<br />
Be as successful as YOU want to be<br />
Investing time in your own development will give you amazing<br />
financial and pr<strong>of</strong>essional growth to Unit Leader, Advanced Unit<br />
Leader and beyond.<br />
Build a Fabulous Foundation<br />
How to be a Successful Sales Leader<br />
Development Contact 1<br />
Development Contact 1<br />
Build a Fabulous Foundation<br />
Suggested Timing<br />
Within 1 to 2 weeks after Representative<br />
submits contract for first Recruit*<br />
Field Observation<br />
Within 2 weeks after Development<br />
Contact 1<br />
*Sales Leader will receive a Welcome to<br />
Sales Leadership packet that includes<br />
D1 and D2 booklets.<br />
<strong>Establishing</strong> a <strong>Winning</strong> <strong>Team</strong><br />
How to encourage top performance<br />
Development Contact 2<br />
Development Contact 2<br />
<strong>Establishing</strong> a <strong>Winning</strong> <strong>Team</strong><br />
Suggested Timing<br />
Within 2 weeks after Development<br />
Contact 1 Field Observation<br />
Field Observation<br />
Within 2 weeks after Development<br />
Contact 2<br />
You will learn how to conduct Development contacts with your<br />
Downline as soon as you have identified a prospective Sales Leader<br />
from your team.<br />
Streng<strong>the</strong>ning Your <strong>Team</strong>’s<br />
Performance<br />
How to develop your team<br />
Development Contact 3<br />
Development Contact<br />
Streng<strong>the</strong>ning your <strong>Team</strong>’s<br />
Performance<br />
Suggested Timing<br />
Within 2 weeks after achievement<br />
<strong>of</strong> Unit Leader status*<br />
Field Observation<br />
Within 2 weeks after Development<br />
Contact 3<br />
*Sales Leader will receive a Unit Leader Kit<br />
that includes D3 and D4 booklets.<br />
Gaining Momentum<br />
with your <strong>Team</strong><br />
4<br />
How to energize your team<br />
Development Contact<br />
Line up your team<br />
Building a great sales team<br />
Development Contact 2<br />
FPO: For Position Only, Layout, art, and copy will change<br />
Development Contact<br />
Gaining Momentum<br />
with your <strong>Team</strong><br />
Suggested Timing<br />
Within 2 to 4 weeks after Development<br />
Contact 3 Field Observation<br />
Field Observation<br />
Within 2 weeks after Development<br />
Contact 4<br />
1 1
1<br />
5 <strong>Winning</strong> Behaviors:<br />
Sell<br />
<strong>Avon</strong> Products:<br />
Use <strong>the</strong>m, Love <strong>the</strong>m, Share <strong>the</strong>m<br />
When you maximize <strong>the</strong> use <strong>of</strong> personal product recommendations,<br />
it can lead to higher personal and team sales.<br />
Increase your team’s productivity by:<br />
• Finding new Customers<br />
• Increasing Customer average order<br />
-Selling innovative products<br />
-Demonstrating product use<br />
-Sharing your belief in <strong>the</strong> products<br />
Tip:<br />
Success in selling is contagious—if your team<br />
sees your personal sales increase, <strong>the</strong>y will want<br />
to follow your example.<br />
Use this exercise with your<br />
team to increase your total<br />
group sales<br />
Choose an <strong>Avon</strong> product that you really believe in.<br />
Write down, in your own words, statements that you<br />
feel will encourage your Customers to buy <strong>the</strong> product<br />
for <strong>the</strong>mselves.<br />
Using your own Customer base as an example, let’s<br />
calculate how much more you would earn if at least<br />
half <strong>of</strong> your Customers bought this product.<br />
A Price <strong>of</strong> product for current campaign<br />
B 50% <strong>of</strong> total number <strong>of</strong> Customers<br />
C Total additional sales (A x B)<br />
D Potential additional Earnings<br />
(C x % Earnings)<br />
To streng<strong>the</strong>n your team’s sales performance and to advance your title,<br />
repeat this exercise every campaign with your Downline.<br />
1
From personal sales to team<br />
performance, regular reports<br />
keep you on track<br />
Performance reports are an excellent way <strong>of</strong> tracking your personal<br />
and team’s success. Use reports to recognize your Downline, highlight<br />
areas for improvement, increase your team’s average order and<br />
impact retention.<br />
Sales Leader Earnings Statement<br />
Provides details on personal sales and 1st, 2nd and 3rd<br />
Generation Sales and Earnings<br />
Earnings Statement Report Summary<br />
Report Sections Description<br />
Campaign summary<br />
Campaign summary results<br />
by generations<br />
Summary <strong>of</strong> performance and earnings<br />
against Leadership qualifiers<br />
Summary <strong>of</strong> performance from 1st, 2nd and<br />
3rd generations<br />
Potential earnings for future payment Performance per Downline from current campaign<br />
Earnings released this campaign<br />
Performance per Downline from previous<br />
campaign, less unpaid sales<br />
Earnings held from prior campaign Unpaid sales performance<br />
Sales Leader qualifications List <strong>of</strong> qualified Sales Leaders from <strong>the</strong> team<br />
Additional information about<br />
Downlines<br />
Purchase and payment history <strong>of</strong> Downlines<br />
The Fortune in <strong>Avon</strong> is in<br />
consistent Follow-Up!<br />
Identify Representatives to follow up with from your<br />
Earnings Statement<br />
Representatives with no order<br />
Representatives just below next earnings level<br />
Representatives who just received 1st order<br />
Confirm potential Sales Leaders from Earnings Statement<br />
Register as an eRepresentative on yourAVON.com to manage your<br />
Leadership business through Downline Manager and to access<br />
Leadership reports and communication tools.<br />
20 21
22<br />
Your winning strategy<br />
Your actions beginning today can make a big difference to your<br />
success. Prioritize your tasks using <strong>the</strong> following important activities:<br />
Within<br />
48 Hours Call Representatives with no orders or just below next<br />
earnings level<br />
Expand or create your “Who Do You Know” List<br />
Call new Representatives who just received 1st order and<br />
confirm next contact<br />
Call potential Sales Leaders from Earnings Statement<br />
Priority<br />
Actions Prospect at least 3 new people every day<br />
Appoint at least 3 new Representatives per campaign<br />
Conduct Training Contact 2 with your Representatives<br />
Follow up with active Representatives to encourage repeat orders<br />
Develop at least 1 new Sales Leader candidate per campaign<br />
Conduct Training Contact 3 with Upline observing<br />
Sign up to be an eRepresentative<br />
Complete BOK courses<br />
Check each box as you complete each task.<br />
Remember, your success with <strong>Avon</strong><br />
is in consistent follow-up!<br />
Manage your time well:<br />
it’s <strong>the</strong> key to achieving your<br />
target title and earnings<br />
Month __________<br />
Sunday<br />
Monday<br />
• Circulate Brochures<br />
• Submit Order<br />
• Deliver Orders<br />
• Prospecting<br />
Tuesday<br />
Wednesday<br />
• Appointments<br />
• Training Contacts<br />
• Development Contacts<br />
• Sales Meeting<br />
Thursday<br />
Friday<br />
Saturday<br />
• Opportunity Meetings<br />
• Field Observations<br />
• Review/Leadership Reports<br />
• Follow Up/Call Representatives<br />
• Beauty <strong>of</strong> Knowledge Courses<br />
2
Mark your calendar!<br />
You’re ready to move on to <strong>the</strong> next step in Sales Leadership.<br />
Key Dates & Information<br />
Training Contact 2 Field Observation:<br />
Date: ________________ Place: ______________________ Time: ____________<br />
Training Contact____:<br />
Date: ________________ Place: ______________________ Time: ____________<br />
Development Contact 3:<br />
Date: ________________ Place: ______________________ Time: ____________<br />
Sales Meeting:<br />
Date: ________________ Place: ______________________ Time: ____________<br />
<strong>Avon</strong> Opportunity Meeting:<br />
Date: ________________ Place: ______________________ Time: ____________<br />
Beauty <strong>of</strong> Knowledge Courses:<br />
“Sharing <strong>the</strong> Opportunity” Date completed: __________________________<br />
“Connecting with O<strong>the</strong>rs” Date completed: __________________________<br />
In <strong>the</strong> meantime, you can always call me _____________________________<br />
your Upline/District Manager at (______) _______ - _____________________<br />
National Sales Leadership Hotline:<br />
1-800-468-4600<br />
United States 59744-9