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Gaining Momentum with Your Team How to energize your team 4Deve lopment ContactLine up your team
Building a great sales team
Deve lopment Contact 2
FPO: For Position Only, Layout, art, and copy will change
You’re doing what others only dare to dreamWhen you become part of an amazing group of individuals with Avon, you will live life on your terms, reach new heights of personal achievement and create a future of financial security. Let’s make sure you continue to gain momentum with your team!
Personal/team achievements
Personal/team dreams/goals
“Ihavebeenworkinghardtobea rolemodel formyteam.Ifocus on the earnings of my Representatives and Sales Leaders.WhentheygettheirresultsIalsogetmine.NowIamplanningtoreachthenextlevel—ExecutiveUnitLeader!” — Gulnur, Advanced Unit Leader
Development Contact 4: Overview and Benefits• Know how to develop and influence your Downline
through recognition, duplication and communication• Learn how to conduct team meetings and Avon
Opportunity Meetings (AOM)• Learn how to conduct Training Contact 4
Table of ContentsBusiness Review...............................................2–5
Duplication & Communication ...........................6–7
Planning & Conducting Meetings ......................8–13
Celebrate & Recognize Your Team ....................14–15
Training Contact 4.............................................16–17
Products ...........................................................18
Using Reports to Advance ................................19–20
Goals and Calendar Planning ............................21–24
Avon scientists create nearly 1,000 products every year, and their innovative efforts have resulted in numerous technology breakthroughs.
Did you know? ��
You’ve achieved a new level of personal success in Sales Leadership.Now, fine-tune your business results, and strengthen your team’s performance.
What are your proudest accomplishments so far?
Target title____________________Target campaign____________________
Target Title Requirement
Last Campaign
Results
Variance to Achievement
SELL: Personal Sales
SHARE: Active Representatives
SHOW: Active Sales Leaders (indicate title)
Total Unit Sales
Estimated Earnings
Which activities have you conducted to build your team?q Prospecting
q Appointing of Representatives
q Training Contacts with Representatives
q Development Contacts with your Sales Leaders
You’re on the right track with Fast Start.
How can I further support you?
Be “Delighted” with your progress!You have completed the Development Contacts 1, 2 and 3! Let’s review the skills you’ve learned.
• Basic process and benefits of Avon Sales Leadership
• Activities of a Sales Leader
• How to Conduct Prospecting and Appointing
• How to identify and develop high-potential Representatives and Sales Leaders
• Coaching and providing feedback to your Downline
• How to Conduct Training Contact �
• Influencing the performance of your Downline
• 5 Winning Behaviors to succeed in Sales Leadership
• How to Conduct Training Contact �
Now, let’s focus on how you can support your team’s momentum.
Establishing a Winning TeamHow to encourage top performance
Deve lopment Contact 2
Build a Fabulous FoundationHow to be a Successful Sales Leader
Deve lopment Contact 1
Strengthening Your Team’sPerformance How to develop your team
Deve lopment Contact 3
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Importance of CommunicationStrong communication is vital to building relationships and energizing your team. It is the best way to keep them focused on their dreams and goals.
Three tips for effective communication1. Be clear in what you want to communicate2. Deliver your message briefly 3. Ensure that the message has been understood
Methods of communicationFace-to-face Electronic• One-on-one contacts • E-mail/Instant Messaging• Group or Sales Meetings • Text messaging • eCard/Web office
Telephone Print• Person to person • Newsletters• Three-way conferencing • Cards• Voice mail/Pre-recorded messages • Flyers• Three-way group conferencing
Which of these communication methods have you experienced, and how were they effective?
Which communication methods will be best for your team?
Communicate weekly with all Sales Leaders and once a campaign with every Representative.
Complete Beauty of Knowledge (BOK) course Communicating with Your Downline.
Did you know?
Duplicate yourself and multiply your success!Duplication—inspiring and training others to do what you do— will promote the success of you and your Downline.
When you demonstrate strong PATD selling skills by helping your Downline with their dreams/goals and reinforcing positive behaviors clearly, your team will respond with increased sales performance.
What to duplicate with your Downline:
Skills on how to: • Set personal and team goals
• Sell and serve Customers
• Practice PATD and the Power of 3
• Coach your Downline
Today’s contact will focus on learning additional skills to duplicate with your Downline:• Plan your time wisely
• Communicate regularly
• Conduct meetings
• Recognize top performers
The minimum group sales of a Senior Executive Unit Leader is $40,000 per campaign, with an average number of 1st Generation Downlines of 140.*
*Your individual results may vary.
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Planning and conducting team meetingsWith planning and creativity, team meetings can be informative and inspiring.
Think of the most memorable meeting you have attended and list it below.
How did it impact you? Why?
Learned new information Learned how to do something new Inspired to achieve more Entertained Other
How to conduct High-Impact meetingsBe appropriately attired: Look like an Avon Leader
Prepare a focused agenda
Anticipate questions and objections
Partner with team members for key segments
Practice your presentation in front of a mirror
Know your audience
Use visual aids
Speak with passion and confidence
Maintain eye contact with your audience
Engage your audience in the discussion
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A vital part of a successful meeting is to be prepared.
Always have a strong call to action for every meeting. Tip: ��
Always include recognition at your meetings.
Some meetings can be a combination of both Information and Decision Making.
Types of meetings Information MeetingPurpose is to share information that will educate and energize your team. Information can be as follows:
• New product launches• Sales programs and incentives• Sales Leadership news• Business-building tips• Top performer recognition
Decision-Making MeetingPurpose is to create plans or solve problems. Topics can be as follows:
• How to improve team performance• How to advance in title• Plans for the campaign, quarter or year• Plans to meet incentive or recognition program requirements
Elements of a Meeting:
Elements Information Meeting Decision-Making Meeting
Key to success Keep participants engaged throughout the meeting
Climate that supports open, free discussion
Number of attendees Any number Not more than 12
Who should attend Those who need to know Those responsible or who can contribute
How to Communicate Presented by Leader Guided by Leader
Room setup Participants face front of room Participants face each other
Primary Focus Information/Content Interaction, problem- solving and follow-up
You can meet at your home, office, restaurant or even a park on a sunny day.
Preparing for a Meeting:• Develop objectives and agenda• Decide how much time will be required• Select time and place• Identify and invite attendees ahead of time• Organize materials and/or equipment• Determine budget• Contact and confirm attendance 2 to 3 days before
Confidence in conducting a meeting starts with a clear agenda.
Complete BOK courses How to Conduct Effective Meetings and Accelerating Success Through Meetings.
Conducting regular meetings is a great way to strengthen your Upline and Downline relationships. Tip: 111110
Agenda Below is a sample agenda that combines both types of meetings previously discussed.Opening • Welcome and Introductions• Energizer/Ice breaker• Objectives of meeting
Key Topics• Team Performance review • Recognition• Strategies for growth: - Increasing team members and Customers - Focusing on key products to sell - Incentive Programs• Product Information
Close• Call to action • Commitment and follow-up plans
Avon Opportunity Meetings Accelerate your growth by conducting Avon Opportunity Meetings (AOMs). These gatherings promote the benefits of Sales Leadership with your Downline and offer the earning opportunity to prospects from outside Avon.
Reasons to conduct your own AOM
• Accelerate earnings growth
• Advance your title and that of your Sales Leaders by building new generations
• Set the expectation to conduct AOMs and be a role model for your Downline
Partner with your Avon District Sales Manager and Upline to learn how to conduct an AOM.
Let’s identify Sales Leaders you can partner with for your next AOM.
An Avon Opportunity Meeting (AOM) is one of the most impactful meetings successful Sales Leaders conduct.
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Your tomorrow is always bright when you inspire your teamAvon’s incredible earning opportunities and recognition programs are designed to inspire you and your team.
Recognition is the best way to energize your team. The following are simple suggestions that can be used with your Downline:
• Acknowledge during meetings• Call or send an e-mail/instant message, text message or eCard• Give small gifts for accomplishments• Visit or invite to coffee or lunch
“Iowemysuccesstoastrong partnershipIhavewithmyDownline.Motivationduringeverycontactcounts.Ihave14SalesLeaders,andI’mdevelopingmore.Byhelpingthemgrowtheirbusiness,Iachieved my dreamoftravelingaroundtheworldwithmyfamily.” — Thelma, Senior Executive Unit Leader
Celebrate your Downline’s success List below additional behaviors you want to see your team develop that are worthy of recognition.
New Representatives – early successes and small wins• Finding new Customers each campaign • Increasing Customer order size•________________________________________________________________________________________________________________________•________________________________________________________________________________________________________________________
Established Representatives – reaching new milestones• Increasing Customer base• Achieving membership into the President’s Recognition Program (PRP)
•________________________________________________________________________________________________________________________•________________________________________________________________________________________________________________________
Sales Leader Candidates – developing influencing skills• Appointing a new Representative each week• Achieving Sales Leadership title•________________________________________________________________________________________________________________________•________________________________________________________________________________________________________________________
Sales Leaders – mentoring and role modeling • Appointing or Developing a new Sales Leader• Progressing to next Sales Leadership title•________________________________________________________________________________________________________________________•________________________________________________________________________________________________________________________
What gets recognized gets repeated! Tip: 1514
Explore your team’s full potential by conducting Training Contact 4This contact teaches how to maintain performance and the benefits of joining Sales Leadership. Each Training Contact follows 4 simple steps to ensure that new skills are learned and actions are taken to improve sales performance.
Training Contact 4 Flow Explore Your Full Potential
1. Opening
Discuss selling experiencesRecognize, congratulateRevisit Dreams & GoalsReview learnings from Training Contacts 1 to 3 Sales Leadership – Avon’s long-term career option
2. Demonstrate or explain the topics
Establishing a solid home-based businessExpand your business through sellingSuperior customer serviceGrow your business as a Sales Leader
3. Discuss 1 or 2 products
Become a beauty expert by taking advantage of the training tools on yourAVON.com
4. Set Goals and Targets
Redefine and commit to dreams and goalsRecognize the Representative for completing Training Contacts 1 to 4Invite to AOM and Development Contact 1, if neededLearn more by completing BOK courses
Opening Demonstrate or explain the topics
Discuss 1 or 2 products
Set Goals and Targets
1 2 3 4
Explore your Full PotentialMore opportunities for superior sales
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Avon Products: Use them, Love them, Share themDuring meetings, choose a product to focus on, discuss how many of the product they will sell, show the earnings potential and connect to their dreams and goals.
Use this as an opportunity to set specific sales targets
with your Avon Representatives and keep them active.
1. Share the features and benefits of a product you like
from the latest brochure
2. Demonstrate and let them experience the product
3. Set Customer and product unit targets
4. Illustrate earnings potential
5. Role-play a sales call
How to use reports to energize your team Reports make it easy to identify opportunities for improvement
for you and your team.
Leadership Performance and Sales ReportShows list of Representatives in your Downline with achievements in a specific campaign and lists Downline members based on their Award Sales
Title Advancements, Title Demotions and Titles at Risk Shows title status of Leadership Representatives, advancement, title demotions and titles at risk
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The Fortune in Avon is in consistent Follow-Up!Based on your reports, let’s identify Sales Leader Candidates and Sales Leadership Representatives to follow up with.
Who are your promising Sales Leader Candidates? Why?
How are they progressing toward Leadership Performance requirements?e.g., personal sales, number of Recruits and Total Unit Sales
What activities can you perform together to help them achieve or advance in title?
PATD Observations Development Contacts Meetings AOM Other____________________________________________________________________________________________
By what campaign do you expect to reach your next Leadership title?
Your Winning Strategy for continued growth in Leadership You’ve done an amazing job of balancing the responsibilities of Sales Leadership. You’re moving toward financial security, enhanced earnings and all of the other incredible benefits that come from taking charge of your life. Use this easy-to-follow plan to help you stay focused on your goals.
Check the box as you complete each task.
Within48 Hours
Call Representatives with no orders or just below next earnings level
Call new Representatives who just received first order and confirm next contact
Expand or create your “Who Do You Know?” List
Call potential Sales Leaders from Earnings Statement
Identify potential Top Sellers and Sales Leaders whom you can coach
Complete BOK courses
Priority Actions
Observe an AOM presentation
Partner with your Upline to conduct coaching activities with your new Sales Leaders
Plan a meeting with your Downline
Partner with your Upline to identify Sales Leaders with whom you can duplicate your skills
Prospect at least 3 new people every day
Appoint at least 3 new Representatives per campaign
Develop at least 1 new Sales Leader Candidate per campaign
Conduct Appointment Training Contact 1 and Training Contacts 2 to 4 with your Downline
Now that you’ve learned all the basic skills to become a successful Sales Leader, regularly practice your learnings and monitor your team’s performance.
Monitoring and the follow-up of your team’s performance will lead to a solid business.
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Month __________
SaturdayFridayThursdayWednesdayTuesday MondaySunday
“Congratulations on completing your Development Contact program! You have made remarkable progress as an Avon Sales Leader. You will be amazed at the difference in your life and in the lives of others as you continue to follow your dreams toward financial success and personal growth. I wish you all the best.”
– Andrea Jung, Chief Executive Officer
Seize every opportunity to gain momentum
Avon’s support continues beyond today!
• Circulate Brochures • Submit Order • Deliver Orders • Prospecting
• Appointments • Training Contacts • Development Contacts • Sales Meeting
• Opportunity Meetings • Observations • Review Leadership Reports • Follow Up/Call Representatives • BOK courses
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BAR CODE
United States Avon Products, Inc. 75113-9
Mark your calendar!Plan today for tomorrow’s success!
Key Dates & Information
Training Contact 4 Field Observation:
Date: ________________ Place: ______________________ Time: ____________
Sales Meeting:
Date: ________________ Place: ______________________ Time: ____________
Avon Opportunity Meeting:
Date: ________________ Place: ______________________ Time: ____________
Beauty of Knowledge Courses:Communicating with Your Downline Date Completed: ________________
How to Conduct Effective Meetings Date Completed: ________________
Accelerating Success Through Meetings Date Completed: ________________
In the meantime, you can always call me _____________________________
your Upline/District Sales Manager at (______) _______ - ______________
Be Bold. Change your life. You can do it!National Sales Leadership Hotline: 1-800-468-4600
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