Turnover is natural. How will you handle it?

Man walkingMLM, or Multi-Level Marketing opportunities abound.  A friend once told me it takes an average of eight different MLM experiences before you find the one that suits you.  This means that turnover is natural and should be expected.

How will you manage your expectations?

EXPECTATIONS

When you are approached about a business opportunity, the presenter is usually very excited about what they do and you can get caught up in their excitement.  You see this in most sales industries.  Financial services, real estate, car sales, they all have the same history.

The important thing is to remember that MLM involves sales and sales is one of the most difficult, yet rewarding careers.  As a result, many people are attracted to the opportunity of a career in sales, and a great majority give up because it’s hard work.

COMPETITION

competition for moneyWe sometimes forget that competition in sales is on multiple levels.

You are:

  • competing against personal demands for your time (family, friends, home).
  • competing in your product or service marketplace against similar products.
  • competing for a piece of disposable income.
  • competing for sales representatives.

As a result, there is a high rate of turnover in the sales industry, MLM or otherwise.  Many can’t manage the competing demands and simply give up.  Others find they don’t have the passion they thought they did for the particular product or service.  Turnover is just part of the natural order of things.

TURNOVER COST

There is a cost to turnover.  You spend a lot of time, energy and sometimes money, to train people.  Many people don’t stick around and will move on to another opportunity or get out of sales altogether.  If expectations aren’t managed up front, this can lead to frustration, depression and further erosion of the sales force.  Make sure your team understands the challenges up front.  No surprises.

You need to demonstrate by example that turnover is natural and expected.  Don’t go around complaining that so and so has gone on to another opportunity and being disrespectful of that individual because the made a decision you didn’t like.  It’s not about you!  Wish them well and leave the door open for them to return.  Sometimes they just need to take a look elsewhere to understand that they have a good thing with your opportunity.

TURNOVER BENEFITS

woman carrying moneyThere can be benefits to some turnover:

  • Lessons learned.
  • Fresh ideas.
  • More sales prospects.
  • More leadership prospects.

The key to benefitting from turnover is making sure you understand the lesson.

Did you scare your associates with unrealistic expectations?  Did you make sure your people were properly trained, taught to manage their own expectations?  This list could go on and on, you get the picture.

New people bring their own ideas, skills and expectations.  Keep your mind open and just maybe, they will teach you something new.  These associates will also have a fresh list of prospects.  Each new person could be the next leader on your team.

Remember that each person who leaves your organization is also an opportunity for growth.  They will be around a whole new  group of people and guess what?  There are people in the new organization who don’t fit there and are looking for another option.

Your former associate may now be your best referral.  It’s all in how you manage and maintain that relationship.  If you are disrespectful and arrogant, they will likely return the same.  Now you both look bad.  On the other hand, you show grace and they will likely return the same.  Win/win.

Turnover is healthy, if you let it be.  It’s all up to you.  What will your choice be?

 

Make it a great day,

Barry

P.S.  What am I thankful for today?  I’m thankful for every opportunity to learn.  I’m thankful for every opportunity to expand my circle of influence.  I’m thankful for you.

What are you thankful for today?