By Dana Phillips.

Sometimes it seems like a never-ending battle to get your team to recruit, doesn’t it?

That feeling has happened to all of us. Here’s something I learned during my leadership journey. When my team wasn’t recruiting the way I thought they “should,” my mentor shared the three reasons people don’t do something with me. I realized that along with these three reasons came my responsibility to make sure I’ve communicated, trained, and equipped my team to recruit. Here’s what I learned:

  1. They don’t know “what to do.” As a leader, you have to create a vision of what needs to be done for someone to be successful in direct sales. Most of us are good at talking about “what to do.” You know this part and can direct your team. You’ll say things like get a recruit… identify your leads, hold two recruiting conversations this week… you only need three active recruits to promote…book two more parties, and ask everyone at your parties. We communicate “what to do” very well, and your team knows it.
  2. They don’t know “how to do it.” This is where the breakdown happens. You’ve told your team “what to do,” they don’t know “how to” do it. You see the result you want and often assume that they know-how. Some of them do, and others don’t. Think about the activities it takes to recruit someone. They range from identifying the lead to inviting them to join your team and signing up. Write them down. Ask yourself, “how have I trained on each activity and equipped my team to recruit?” Create a 10-minute training for each activity and include bits of the training every chance. Breaking the recruiting process down into bite-sized pieces will help your team gain the “how-to” that creates the confidence to do it.
  3. They don’t know “why to do it.” You can’t assume that everyone wants to recruit. Your recruiters are those who know what they want from their business and why they want it. Talk to your team members often about their what and why. Write it down and remind them of their heart’s desire. Then, connect their what and why to recruiting and show them how recruiting is the answer to achieving their dreams and goals.

The good news is that by focusing on getting the “how-to” and “why to” in order, you’ll have more new consultants, more future leaders, and more sustaining leaders on your team.

And the result is more sales! Enjoy your journey!

Are you ready to join TCPro? 

At Team Connections Pro, our one job is to support your leadership development.  You’ll find materials like Bring on the Balance. You’ll also find audios, eBooks, and webinars on critical jobs like Cracking the Recruiting Code in a Digital World, Rev Up Recruiting in a Digital World, and Advancing Leaders: A Proven System.  You can dig deeper and find How to Have a $1,000 Facebook Party as well as Direct Sellers Best Kept Secret to Increasing Productivity. 

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