Having a struggling sales team is an issue that’s been around for a long time, and has affected all kinds of businesses from the smallest of start-ups to multinational giants and yes, even network marketers who have built a large team that is underperforming.
Choosing whether to stop spending time on your underperforming team members or invest in offering them a little more guidance can be an incredibly difficult decision, and this is just the tip of the iceberg! If your network marketing team members aren’t pulling their weight, here are some steps which can remedy the problem.
First and foremost, make sure you have a great training program in place. This is something that applies to every element of your business, but when it comes to sales it can be extremely important.
If you’ve got to have someone in charge who’s just a cheerleader, then the team is never going to fulfil its potential. You need to make sure you have a trainer who will not only engage your network marketing team members, but also be able to pick out weaknesses, and work closely with them in order to overcome the various challenges they’ll face.
This may be you, but if not, find someone on the team who can step into that leadership role and hit the ground running. However, even the best network marketers in the world can often lack the coaching experience needed to guide an entire team, so you may want to tap different members of your team as trainers, each bringing their unique strengths to the table.
The next step you need to take is implementing some good coaching, on a one-to-one basis if possible, but it may be more efficient to do a weekly team training call using one of the many online meeting options available.
The key to improving the performance of your team is direct, open communication, aimed at finding out about the challenges they’re facing. Put your feelers out, and pin down the things that are making their sales and recruiting efforts difficult, what they could be doing better, and what they need to improve in those areas.
If you’re lucky, you’ll realize that what seemed like a large and complex issue was actually fairly simple, and something that can be fixed with a brief refresher on certain, specific things. Other times, you may need to arrange a professional training service, such as Frosch Learning.
However you go about coaching, make sure you’re paying attention to as many individuals as you can, and focussing on team behavior rather than just the outcome of their work.
Finally, consider a “diet” for the whole sales team. Obviously, you’ve got targets you want to meet, and like many network marketers you might have a pretty fast-paced way of running things, where productivity is the number one thing on your mind at any given point in the day.
However, every now and then pretty much every team will need to go on a “sales diet”, where you reduce the target numbers in order to give your team a clearer perspective on the challenges they’re facing.
If you have certain members of your sales team who are really struggling, consider giving them a smaller load of calls to get through, while you monitor the calls on a three way calling platform.
This will allow them to gain a little more confidence in their work, and avoid the burnout that will inevitably come with extended pitches that fall flat. From there, all you need to do is constructively critique the calls, note their strengths and weaknesses, and work on ways they can improve.
Remember that those struggling will gain confidence with small victories, like a single call that went really well and resulted in some positive review and constructive criticism, even if it didn’t result in a sale.
Don’t get so tied down with your team hitting a set number of contacts in any given day, but concentrate on getting them to make calls that aren’t rushed, where they listen to the pains of their potential customers or new team members and really get to what they can do to alleviate that pain.
Once that lesson is learned, sales and signups will follow.