On the brain drain of teams

——The fatigue after passion; the awakening after being exploited

Dr. Peter Senge in his classic book "The Fifth Xiang Cultivation" pointed out that "the competition among enterprises in the future will be the competition of talents." Mr. Wen Anluo, one of the bosses of Amway Company, also said in the book "God Helps Those Who Help themselves" that "for any enterprise that wants to operate sustainably, people are more important than products. More importantly, spending time with people can predict the success of your career in the early stages of your career." In the 21st century, more and more companies realize that "talent" is the company's greatest capital...

Direct selling companies are the same, so are direct sales teams.

The flow of talents is also normal. After people choose a direct selling company, it does not mean that they have sold themselves to this company, nor does it mean that they have sold themselves to its recommenders (of course some people today are shouting: "You are born as a XX person, and you die as a XX person") "Ghost" only shows that they are still in the blind stage).

People have free will. This is a business, so of course you can make choices.

In fact, in direct selling, the flow of talents is more frequent, and I believe everyone is aware of this. How many friends have you seen who changed companies to two or more companies within two years? We cannot generally say that they are disloyal, have no vision, lack wisdom, and have no perseverance. If that were the case, they would have given up long ago. There are many friends who are highly qualified and have achieved certain results (of course, there are also "direct sales jumpers" who are eager for quick success

, but these people are not the focus of this article). This is just like in the pre-MLM era, not everyone who did MLM was a liar. In fact, there were many people with great ambitions and good character.

But what caused them to leave? I think there are several reasons.

1. Weakness after passion

Today, many of China’s top direct sellers are composed of the following types of people:

1. Elites in traditional industries. This kind of people have high quality before doing direct selling, have good interpersonal relationships, and even have their own business. They have achieved success by relying on their own personal charm, but if you do not have such conditions to copy his methods, you will not be able to succeed;

2. Drawing on a period of chaos. After the state rectified MLM in 1998, it approved 10 companies to engage in direct selling business in China. Before the rectification, the number of people engaged in MLM was said to have reached more than 30 million. Some of the teams of the original MLM companies were integrated into the transformed enterprises, making a group of people at that time become this Beneficiaries in special times

3. It only operates on the convention floor. The way many people do direct selling is to use conferences to activate people, because conferences are easier to ignite a person's passion. Many people's enthusiasm is stimulated and started to operate after attending conferences with hundreds or even thousands of people. In fact, there is no Think rationally about why you do what you do, rather than "just follow what others say". The result is that it gets hot and cold quickly, turning into a "human sea tactic";

4. Stocking up on goods improves performance (special analysis will be done on this phenomenon).

These four types of people all lack a truly systematic operating model, and in the later stages they just rely on meetings and sensationalism to operate.

Every successful business has a model. In the early days of the market, you could start the business with passion. But today’s market is becoming more and more rational, and it is by no means just a matter of hard work. Make your business bigger.

In the early 1980s, you could make money if you had the guts to start a business. But today, if you have funds and projects but don’t even understand basic business principles, can you succeed? When you look at the group of people who got rich first in the 1980s, you feel that you have to work harder than them, but why can't you do it?

Lacking experience in direct selling operations and having no one to teach them, people went from disappointment to doubt to despair, so they left. Perhaps, after he left, he still didn't know the reason for his failure.

Here, I also want to put a question mark on whether the above four types of "successful people" can be "successful" in the long term. Many so-called senior people only received income, but lost free time. He was tied up by his own team because people couldn't do without him. Let’s take a look at the first “millionaires” of the 1980s. Where are they today? Now, the market recognizes "Liu Chuanzhi" rather than "upstarts".

2. Awakening after being exploited

“Don’t use people for marketing, but use marketing as an opportunity to cultivate people”

---- --- Durst Jaeger

I hope readers can understand this famous quote. Because today many people are using people for direct sales...

An important feature of illegal pyramid schemes is to solicit people. Today, have you seen some "leaders" telling you the "secrets" to do direct selling quickly: 1. Use the full range of products.

Otherwise, if you don’t use it yourself, how can others use it? 2. You must have the concept of investment. Do you need to invest to open a restaurant? How much investment does it cost to buy an agency? Therefore, not only do you need to use it yourself, but you also need to prepare goods worth several thousand to tens of thousands of yuan or more. This is a normal investment. In the final analysis, this is to help him improve his performance. What's more, he will directly tell you that your leader wants to improve his performance and you must cooperate, so that your subordinates will cooperate with you in the future. As a result, many working-class people moved sets of products back home.

Going home and dreaming of "sweet dreams", then copying this method in the team, and constantly using the bonuses from direct sales to buy goods. This is a typical MLM practice. Many friends who do this have poor performance. It kept growing, but it didn’t make any money. It really became “golden”.

Of course, I am not saying that we should not use products. As an operator, we must use them 100% for ourselves. To truly and stably expand direct sales, we need to establish a "self-use marketing team." The self-use mentioned here must meet two conditions: 1. What you need; 2. Economically acceptable. If you want to stock up properly, you must have financial strength. It is not recommended for ordinary working-class people to stock up on large quantities.

The actions of the "leaders" mentioned above violate the principles of market operation. Products must be distributed to consumers in order to create wealth. So, some people who think rationally understand this truth, and what do they want? "Income" or "Title"? Suddenly they found that they were just playing with others, so they quit, while others were still dreaming; some people understood it, but had problems with their mentality, and began to use this method to make other people's money. It becomes a replica of MLM.

At the same time, we must also understand that this is not the fault of any company, but the fault of people. The maturity of the market has a process: huge profits - chaos - rectification - maturity. This happened in the stock market and futures market back then. Jin Kela said: "The reason why the poor in the world are poor is because of two major mentality: 1. Always fantasize about getting rich overnight; 2. Never say no to opportunities." These two practices are the embodiment of the mentality of the poor in direct selling.

If this is what you did today, I urge you to stop and think about it.

Only focusing on performance and ignoring team building. There is no doubt that the income of direct sellers is directly linked to sales performance. As a result, a misunderstanding has emerged, which only values ??sales performance. The corresponding word is "improving performance". At the end of each month, many people purchase large quantities of goods in order to impact performance.

The direct sales team is composed of three parts: leaders, followers, and customers. We should cultivate leaders,

focus on followers, and serve customers.

Followers and customers are ultimately brought about by leaders. It’s clear who is more important. "3S" work

Sales, recommendation, and service are an organic whole. However, some friends focus 80% of their energy on sales and ignore team building. Maybe you will say that I build customers first, and then build a team when I have income. So, let us look at some real situations.

One day you establish a customer base of 200 people (in fact, this is the goal of many direct selling friends, and some people have indeed achieved it), you will encounter a problem, you will occupy the customer base if you serve them Big time. If you go out to develop markets one day, your old customers will not wait until you come back in 3 months before buying products. They can buy products from anyone, even products from other companies. Consumers will never be loyal. At this time, your performance begins to decline. What should you do? When you develop new customer groups, if you encounter such a problem, your teachers and team will also encounter such problems, which keeps many people trapped in such a circle. At this time, everyone has nothing else in their eyes except products, performance and customers.

It’s no wonder that many people complain that there are only product courses, sales courses, and courses on how to make the team sell more. Of course these courses are important, but you need to learn more about team building. This is the difference between primary school and middle school;

Many teams do this, and their awards depend on a large number of team members. of sales. I have seen many teams with sales of 70,000 yuan/month, but there are only 6 people who are really active, and they are very proud. If each person sells more than 10,000 yuan of products, you are training your team members to become super salesmen, not business builders. Taking Amway as an example, if a senior business manager only has a team of 200 people, according to the 20/80 rule, the number of truly positive people is 40. According to Amway's minimum performance requirements, monthly sales must be 420,000 yuan, so each person's sales task is 10,500 yuan. Think about it, everyone has to do this in the next six months. This is undoubtedly a huge challenge. A team of 40 sales experts! Today, many high-level teams are formed in this way. Remember "The Pipeline Story"? Many people are building pipelines using buckets.

Human behavior scientists have found through research that only 3% of the crowd can really do a good job in sales. Most people persist for a few months and then lose. In the end, it becomes a crowd tactic; in fact, the people who are losing are There are high-quality people inside, but they don’t want to just do sales and become salesmen.

In the book "21 Laws of Leadership", Maxwell talks about the law of admiration: "Leaders will only follow leaders who are better than themselves. Leadership is the ability to influence and lead others." In this regard. , I very much agree. It's a pity that many people don't know how to lead and attract them, so they are destined to only cooperate with a few people.

Attacks from other companies

It is precisely because of the above reasons that many people are confused. They know that direct selling is a very promising business, but why can’t they do it themselves? Woolen cloth? When he was confused, friends from other companies appeared. After "analysis and comparison", people suddenly realized that it was the "product and system". Then he saw unlimited hope and started all over again. Some people have become the beneficiaries of "job hopping", while some people have fallen into the vicious circle mentioned above.

I must tell you that your inability to succeed is not the fault of the company, but something wrong with your business methods. This is a "people" problem and a lack of scientific and systematic operation. Any formal direct selling company has a feasible system and can grow big, and many people have done so. This has nothing to do with the system itself. If you just want to get rich quickly, you don't need to do direct selling. Direct selling gives you a stable career opportunity with more work and more rewards, rather than an opportunity to get rich overnight. If someone comes to tell you next time that his system can make you rich quickly, you should be careful, because it is probably a trap.

It can be predicted that as soon as the direct selling law is promulgated, the "direct selling storm" will come, which means that a large number of foreign-funded and local direct selling companies will appear. Competition among direct selling companies can be fierce. At the same time, competition among direct sales teams will also become fierce. How do you think those senior executives with more than 10 years of direct selling experience will enter the market? Will you slowly build up your network and then start again? Just like "headhunting" companies, they will directly find "leaders" to cooperate. I believe that starting from next year, there will be a series of similar "big earthquakes" in the direct selling industry. Don't accuse others of unfair competition, because this is business.

The reason why I talk about this is to remind everyone - does your team have enough ability to resist attacks?

If you are not ready yet, if you have not found the corresponding solution yet, if you still think that your small team is healthy but meets the three points I just mentioned, Then you have received a "yellow card".

Let me tell you something: In Taiwan, a group of "diamonds" from a certain company accepted the company's invitation to travel abroad. After they left, the "direct selling storm" began. When they returned from their trip, they found that their team had been separated. Churchill said: "The only reason why people cannot predict the future is because they do not understand history." If such a thing happens again in China's direct selling industry, I believe that current direct sellers will not want to see it.

It is difficult for us to summarize all aspects of brain drain in direct selling in this short article. There are many reasons for brain drain, and it is by no means just the above four points. I just hope that the above four points will arouse everyone's attention. thinking.

As I have mentioned repeatedly, in the process of direct selling growth, you need the guidance of a mentor to improve you from the inside out in all aspects, not just someone who teaches you how to sell products. . What you need to learn is a systematic operating model to build a stable and long-term business, not just simple product and sales knowledge. There is a difference between you and the company. Don't naively think that as long as you join the direct selling industry and work hard, you will succeed. It's not scary for a person to reach a dead end. What's scary is that you lead a group of people to a dead end. You have to find the inherent laws of direct selling, constantly think and summarize in the process of action, and you have to continue to learn, grow and surpass.

I hope all readers will ride the wave of the coming direct selling wave and reach a glorious future!

Friend: What do you think? I have experienced it, I hate it and I am grateful, I really have mixed feelings. But now I am very good!