A national sales director offers more “advice” to sales directors, even though we know that little of it really makes a difference when you’re working in the no-win MLM system. This little gem comes from a Mary Kay national sales director who has been begging her area to increase her personal income for years. She wants to make more in commissions, so she needs her downline to step it up! From her sales director newsletter:
I believe I’ve come up with a TOTAL AREA WHOLESALE number that will take us to DIAMOND CIRCLE (my commissions=$200,000) and INNER CIRCLE ($325,000) Let’s shoot for Diamond Circle this year as a stepping stone WHILE WE BUILD to INNER CIRCLE!!
Then she goes on to detail what her income will be at different area wholesale levels, and what her actual income has been. Have they no shame? This is supposed to be a consultant’s own business, not one in which they worry about whether they’re giving enough money to their upline. But we know this is typical.
The newsletter goes on to tell the sales directors the 12 things they are doing wrong (which are keeping them from making more money for her!) What this listing fails to account for is the fact that the majority of sales directors are working like dogs and still making the equivalent of minimum wage. It is not about the work in MLM. It’s about so many other things… when are they going to acknowledge that??? (Well, never, of course. That would require them to acknowledge that Mary Kay is a pyramid scheme.)
Nonetheless, she says Mary Kay sales directors should avoid these twelve mistakes:
1. You quit working on attitude – affirmations – dream list. I wanted to visit 50 states before I was 50 – people want to be a part of your dream. Think of the animal the Impala; it can jump 20 feet up and 20 feet out; it won’t jump if it can’t see where it will land.
2. You stay small too long.
3. You cut back on personal activity after becoming a Director.
4. Not working on Leadership skills: read John Maxwell books. Your goal is not to make a mini you. Build people up in THEIR strengths. Think servant hood. Pray for wisdom – patience – love – heart stuff. Not for Cadillacs etc.
5. Working with the wrong people. We look at the external factors. She has to bring desire and willingness. We can breathe belief and care into them.
6. Poor time management. Think like a rich person – delegate.
7. Poor money management – in six years her income went up $160,000. Don’t cut the wrong things i.e. Seminar, Career Conference, Retreats! Budget/control your expenses – make more money!
8. Proactive versus Reactive Be the thermostat – not the thermometer.
9. Fuzzy Focus – lack of sustained focus. Three (3) “V” your goals… Visualize – Verbalize – Vitalize. Don’t be jumping from box to box.
10. Don’t Diversify – need to develop your weak areas.
11. Long Pity Parties – regroup – back off – think it through
12. Not thinking enough OR thinking too much!
Is it really that simple? Of course not! MLM relies on constant recruitment of new people, and getting those people to buy big initial inventory packages. The amount of new people you need to meet in order to churn enough of them through the process in order to get a few to sign up is astronomical, and therefore nearly impossible to do consistently.
There is nothing actionable in this advice that will lead a director to success. Just like everything in Mary Kay. They tell you to go out and sell, but they can’t actually give you action items that work on a long-term, consistent basis to generate new customers and recruits.