“How can I get my team motivated?”
This question comes up at least once a week in one of my groups. Direct sales consultants are amazingly motivated, ambitious, and they just love to support and cheer other consultants on. So when they come across another direct sales consultant who doesn’t seem all that ambitious or doesn’t get excited about winning trips or nabbing bonuses, leaders just don’t know how to respond to that.
After all, being a direct sales consultant can open up so many doors and opportunities — wouldn’t everyone want that?
Here’s the thing: not every consultant is going to join your company for the same reason. Not every consultant cares about the trip or the bonuses or about building a team. Hey, some of them don’t even care about earning a full-time income!
Cue the Monica shriek: I know!
However, it’s your job as a leader to understand why your consultants are joining your team and what they’re after.
If you understand someone’s motivation for joining — their short and long term goal — you’re more likely to build a strong rapport with your new team member as you help them achieve their personal goal. And if they’re making their personal goal, guess what…they’re going to stick around longer.
The 6 Types of Direct Sales Consultants
The Discount Diva is a power user of your product, and she wants it all – for herself! She likely joined for the discount and will maintain her active status just by keeping herself in the latest catalog items.
Keep her informed of new product offerings, and ways she can maximize her own discount such as with flash sales.
The short timer has a specific goal in mind. She is saving money for a vacation, new appliances, or other specific purchase or event. She will likely work consistently until her goal is met — but that doesn’t mean there won’t be a new goal waiting for her around the corner!
Keep her informed of ways she can maximize her earnings, such as with flash sales or promotions.
The part time consultant has a dedicated number of hours per week or month to dedicate to her business. She wants to maintain her consistent part-time income, and may be motivated by challenges or incentives if it works within her timeframe.
Keep her informed of ways she can maximize her earnings and make it easy for her to find the information she needs — she isn’t likely going to be able to spend much time looking up information.
The career builder wants a full-time future with your brand. She will work aggressively and passionately to build her personal business and downline sales team. She is striving for financial freedom and autonomy.
Keep her informed of ways to network, explore leadership opportunities, and grow her skill in sponsoring. Challenges and incentives may be highly motivating for a career builder.
The social sister joined to meet new people, make friends, attend meetings, receive recognition, and feel part of something larger than herself. Social activities and recognition are likely more important to her than the financial outcomes of her business.
Keep her informed of opportunities to socialize, such as team meetings or trainings. Be sure to include her in recognition activities.
Socially Conscious Consultant
This type of consultant joined your brand because she believes in the mission and values of the company, and will stand behind them. She is an amazing brand ambassador, and wants to share the mission with others.
Encourage her to use her business for socially conscious activities, such as fundraisers.
Which Type of Consultant Was I?
Yes, you can be more than one. I was a Career Builder with a direct sales company. It was my primary brand, and I loved it.
But I was also a Discount Diva with two other brands (be sure to check your company’s compliance policies before joining a second direct sales company!). I loved the products, and I joined just because I want it all – for myself! My motivation and goals are completely different and I stay active with my minimum volumes for my own reorders and new product releases. However, I am not active with the social aspects of those teams, nor do I participate in challenges or incentives. To the leaders of those teams, I am consistent and reliable, but will never be a rockstar.
At least, not to them…
Now the challenge comes when someone who doesn’t wish to build or mentor a team, sponsors new consultants – either passively or accidentally. A Short Timer may end up building a team, and become a Part Timer. Or, a Discount Diva may end up sponsoring someone, but inadvertently leave the mentoring to the upline. So if you see this happening within your own team, make sure you’re around to help your downline so their accidental team can still meet their goals (after all, they’re still a part of your extended team!)
When you understand the different types of direct sales consultants you may encounter on your team, it’s much easier to target training, incentives, and communication to each specific consultant’s goal.
It can also help mitigate frustrations when someone isn’t responding to incentives.