Summary of RENEWAL for Field Leaders by Brett Blake

Description

Operating in the direct-sales world is challenging, so consultant Brett A. Blake lends a hand. He notes that direct sales are counterintuitive. In non-direct-sales firms, increased sales are always positive. But for direct-sales firms, increased sales now can result in slower sales later – unless firms correspondingly add more field leaders. Blake tackles the challenge of adding the right new field leaders, reaching new customers who can become leaders, and prospering in this challenging arena. 

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Sujets

• Vente
• Sales
• Business
• Economics
• Selling
• Employabilité, métiers et formations

Informations

• Publié par: GetAbstract AG
• Date de parution: 17 mars 2022
• Nombre de lectures: 0
• EAN13: 9798887270623
• Langue: English

Extrait

RENEWAL for Field Leaders
Leading Your Direct Selling Team Back to Growth
Brett Blake•Brett Blake © 2020•161 pages

Marketing / Direct Marketing
Sales / Closing
Sales / Sales Management

Rating:8

Applicable
Comprehensive
Well Structured

Take-Aways Direct-sales firms need strong field leaders, especially to boost renewals. Direct-sales firms go through five phases: “launch, hyper-growth”  (when sales grow, but the boost doesn’t last), “growth by promotion, shake-out, and decline or renewal.”   Many direct-sales firms can hang on without profits, but they fold quickly without cash or hope. Focus your innovation efforts on improving customer acquisition. Direct-sales firms should keep things simple. Complex programs and promotions aggravate everyone. Turnarounds are tough: get out of the office, focus on leadership, take time off and stay resilient, even in the face of failure. To expand, you need a strategy for reaching new customers.

Recommendation
Operating in the direct-sales world is challenging, so consultant Brett A. Blake lends a hand. He notes that direct sales are counterintuitive. In non-direct-sales firms, increased sales are always positive. But for direct-sales firms, increased sales now can result in slower sales later – unless firms correspondingly add more field leaders. Blake tackles the challenge of adding the right new field leaders, reaching new customers who can become leaders, and prospering in this challenging arena. 

Summary
Direct-sales firms need strong field leaders, especially to boost renewals.