1 2 Avon Sales Leader 90-Day Business Plan

Avon Sales Leader
C
90-Day Business Plan
1
C
to
Year
Name
STEP
Dreams
1: Review
& Goals
District #
Personal:
Team:
2
STEP 2: Review the Past 90 Days
Describe
achievements
the most
significant
Personal:
Team:
PRP Tracking
Total Annual Sales*
Avg Per Campaign
President’s Club
$10,100
$389
Honor Society
$20,200
$777
Rose Circle
$38,000
$1,462
David McConnell
$66,500
$2,558
President’s Council
$112,000
$4,308
President’s Inner Circle
$280,000
$10,769
(circle current level)
*Total Award Sales are for annual cycle
Leadership Level Requirements**
Personal
Award
Unit
Sales
Minimum
Recruits
Unit Leader
$250
$1,200
5 Registered
Advanced Unit Leader
$300
$4,000
12 Registered (including 2 Titled)
Executive Unit Leader
$350
$15,000
20 Registered (including 5 Titled, 1 AUL+)
Senior Executive Unit Leader
$400
$40,000
20 Registered (including 9 Titled, 2 EUL+)
FAST START**
Fill In Current Status − Leadership Qualification**
PERSONAL SALES
Earn up to $500
UL
$
UNIT SALES
$
UNIT LEADER**
AUL
$
$
Perform as UL: $100
Have 5 $100 on-time
paid orders: $210
Develop 1 UL: $200
EUL
$
$
SEUL
$
$
Earn up to $510
REGISTERED RECRUITS
Total
Earn Big While You
Develop Others**
Mentor to UL
$200
Mentor to AUL
$300
Mentor to EUL
$500
Mentor to SEUL
$1000
Total
Titled
Total
Titled
Total
Titled
**See Earn Big chart for complete details
US Sales Training | 90Day052010
1
Avon Sales Leader 90-Day Business Plan
2
Refer to your Sales Leadership Earnings Statement and DLM and/or
DMO Representative Data (use Individual Performance and Leadership
Performance reports).
Sales Performance to Date - Total Personal Sales: $
________
(Analyze each Campaign’s actual results for sales and Customer trends for last 7 Campaigns.)
# of Customers
# of eCustomers
Sales Performance to Date - Total Unit Sales: $
________
(Analyze each Campaign’s actual results for sales trends for last 7 Campaigns.)
1st Generation Representative/Downline Development:
# Total Downline Members
# Unit Leaders and Advanced Unit Leaders
Strive to develop
20% of your
Representatives as
President’s Club
Members and 10%
in Leadership
# Executive and Senior Executive Unit Leaders
# New Appointments (1st-3rd Generation)
# Fast Start Contenders
# President’s Club and above
# Potential President’s Club
Leadership Earnings/Bonuses Over Past 90-Days:
Leadership Earnings
$
+
Earnings from Incentive Programs
$
+
Mentor Bonuses
$
=
Total Leadership Earnings/Bonuses
$
Leadership Earnings, Recent Campaign
$
x2=
Estimated Monthly Leadership Earnings
$
Leadership Earnings Goal Per Campaign
$
x2=
Monthly Leadership Earnings Goal
US Sales Training | 90Day052010
$
2
Avon Sales Leader 90-Day Business Plan
2
Let’s talk about the activities you conducted to build your team over the past
90-Days and the skills you used to do that. What do you see as your areas of
strength as well as areas of opportunity?
Prospecting following ACT direct and indirect, using prospecting tools and Power of 3,
Avon Opportunity Meeting
Areas of Strength:
P
Areas of Opportunity:
Appointment Process: AT1 4-Step process, Dreams and Goals, WDYK list (Fast Start
Flyer), set Campaign goals and benchmarks, set time 48 hr. call and T2 Contact
Areas of Strength:
A
Areas of Opportunity:
48-Hour Call, T2-T4 Scheduling/Conducting/Following flow, discuss PRP achievement
Areas of Strength:
T
Areas of Opportunity:
D1-D4 Scheduling/Conducting/Following flow, Field Observations, Fast Start tracking,
title achievement, 90-Day Business Planning Session, Team Meetings
Areas of Strength:
D
S
Areas of Opportunity:
Selling-Techniques to increase personal/team sales. Increasing Customers and
Customer order size by using 5 steps to selling, link, cross-category, bundle
and group selling techniques, beauty vs non-beauty product sales, Customer skincare
needs analysis, ship direct/instant delivery and Customer follow-up strategies,
Campaign tools from yourAvon.com, Open Houses, District Sales Meeting, Training
Sessions (e.g., Fund-raising or potential/current President’s Club Workshops)
Areas of Strength:
Areas of Opportunity:
US Sales Training | 90Day052010
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Avon Sales Leader 90-Day Business Plan
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STEP 3: Set Goals for Next 90 Days – Your fortune is in the follow-up!
(C to C
Year
)
Target Title: AUL
EUL
SEUL
Target Campaign:
GOAL PER
CAMPAIGN
x7=
Personal Sales:
x7=
Customers:
x7=
# New Customers
x7=
# e-Customers
x7=
Personal Recruits/Fast Start:
7-CAMPAIGN GOAL
x7=
Personal Training & Development:
Beauty of Knowledge Courses:
Other (see Attachment for Tools and Recommendations):
Which 3 Downline Members will you focus on for PRP achievement
and level advancements?
Name
Current Level
Target Level
Which 3 Downline Members will you focus on for Title advancements?
Name
US Sales Training | 90Day052010
Current TItle
Target Title
4
Avon Sales Leader 90-Day Business Plan
3
Total Downline Members:
# Current Staff:
- 10% for removals
–
+ # Personal Recruit/Fast Start Goal*
+
+ # Recruits needed
by chosen 3 for Title Advancement
+
*Goal of 10 Fast Starts
working to UL ongoing
GOAL PER 90 DAYS
PROJECTED TOTAL
DOWNLINE MEMBERS: (line 1)
ACTUAL RESULTS IN 90 DAYS
=
Average* # of Downline Members by Level
(Use this guideline when projecting your goal)
1st Gen
2nd Gen
3rd Gen
Fast Start*
TOTAL
AUL
41
33
12
10
96
EUL
80
104
58
10
252
SEUL
135
355
24
10
524
* Campaign Average using data from C26, 2008 to C25, 2009.
Total Orders in Downline:
Actual 1,2,3 Gen Orders
Use Leadership Performance Report
(last billed Campaign):
÷ 1,2,3 Gen Recruits
÷
ACTIVITY
=
Projected Total Downline Members (from line 1 above)
x
PROJECTED TOTAL
ORDERS IN DOWNLINE: (line 2)
GOAL PER 90 DAYS
ACTUAL RESULTS IN 90 DAYS
GOAL PER 90 DAYS
ACTUAL RESULTS IN 90 DAYS
=
Total Downline Sales:
1,2,3 Gen Sales
Use Leadership Performance Report
(Quarterly Average Column - first column):
÷ 1,2,3 Gen Orders
÷
AVERAGE ORDER
=
Projected Total Orders in Downline (from line 2 above)
x
PROJECTED TOTAL
DOWNLINE SALES: (line 3)
=
GOAL PER 90 DAYS
ACTUAL RESULTS IN 90 DAYS
Title Advancements:
US Sales Training | 90Day052010
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Avon Sales Leader 90-Day Business Plan
3
Let’s discuss Training & Development for:
New Representatives
48-Hour Call, Training Contacts T2-T4, Open Houses:
Established Representatives
T3-T4 Activities, Training Sessions, Plan for Success Guide Session:
President’s Club Representatives
Plan for Success Guide Session:
Sales Leadership Representatives (Sales Leaders)
Development Contacts D1-D4, Avon Opportunity Meeting, Team Meetings,
Field Observations, 90-Day Business Planning Sessions:
Action Plan to achieve personal and team goals:
• Refer to Activities on page 3 to create
your Action Plan.
4
• Fill out the Coaching Action Plan form.
• Schedule activities on your calendar.
• Identify up to 3 activities/opportunities
to be implemented within the next 90-Days.
• Remember to use the Avon
Coaching Process.
• Be sure to highlight up to 3 areas of strength
for continued focus.
STEP 4: Plan Follow-Up in 30/60/90 Days
How Can Your Upline or Manager Support You with this Business Plan?
(Note type of contact and preferred date)
Type of Contact
Date
30-Day Contact:
60-Day Contact:
90-Day Contact:
US Sales Training | 90Day052010
6
Personal Development Tools and Recommendations
DVD’s
Where To Find It/Author
Business Is Booming
Amazon (http://www.amazon.com)
What Is Your Plan B
Amazon (http://www.amazon.com)
Living an Exceptional Life
Jim Rohn Live
Life Would Be Easy If it Weren’t for Other People
Connie Podesta
Step Into Your Greatness
Les Brown
How to Not Suck at Sales, Pump Up Your
Numbers & Put the Fun Back Into Sales
Jeffrey Gitomer
The 8th Habit, From Effectiveness
to Greatness
Stephen Covey
Rich Dad, Poor Dad
Robert Kiyosaki
Books & Magazines
Where To Find It/Author
Networking Times Magazine
www.youravon.com/community/
Avon Advantage/Networking Times
Developing The Leaders Around You
John Maxwell
Super Prospecting
Tom Schreiter
Rich Dad, Poor Dad
Robert Kiyosaki
Why We Want You to be Rich
Donald Trump and
Robert Kyosaki
The One Minute Millionaire
Hanson & Allen
Build It Big
Direct Selling Women’s Alliance (http://www.dswa.org/)
More Build It Big
"
Success Magazine
Success Magazine (http://www.successmagazine.com)
17 Secrets of Master Prospectors
John Kalench
Spanish Books
Where To Find It/Author
La magia del mercadeo multinivel/MLM Magic
Ransom Hill Press (http://www.amazon.com)
El próximo billón
Paul Pilzer (http://www.amazon.com)
Take It To The Next Level
Amazon (http://www.amazon.com)
Local Library
(Business: Network Marketing)
US Sales Training | 90Day052010
Attachment 1
Personal Development Tools and Recommendations
Teleconferences/Online/Audio:
Where To Find It
Avon’s Beauty of Knowledge Training Online
Courses(English & Spanish)
www. youravon.com/training/
Beauty of Knowledge/Training Courses
Networking Times University
www.youravon.com/community/
Avon Advantage/Networking Times
CD - Big Al’s Network Marketing Sponsoring
SecretsfortuneNow.com
"
CD – How to Give a One Minute Presentation, Tom
Schreiter
"
CD – 28 Days To Your New Future,
Michael S. Clouse
"
CD – The Simple Art of Duplication,
Michael S. Clouse
"
CD – Thinking Your Way To Success,
Michael S. Clouse
"
CD – Building Your Network Marketing
Business, Jim Rohn
"
CD – The Secret of Developing Leaders,
Michael S. Clouse
"
Spanish Tools:
Where To Find It
CD – ¿El negocio perfecto? Robert T. Kiyosaki
www.youravon.com/community/
Avon Advantage/Networking Times
CD – Comience Listo Termine Rico, David Bach
"
CDs below can be purchased via
Networking Times
Where To Find It
CD – What would you change if your annual
income…suddenly became your monthly income?
Bob Proctor
www.youravon.com/community/
Avon Advantage/Networking Times
CD – Underpaid and Overtaxed? The Simple cure is
"
CD – The Answer, Brian Tracy (Forecasts where the
new money-making opportunities are today)
"
CD - The Entrance, Doug Firebaugh (From
mediocrity to MONUMENTAL!)
"
CD – Start Smart Finish Rich, David Bach
"
Cassettes – Educate, Equip, Empower, Jerry Clark
"
US Sales Training | 90Day052010
Attachment 2