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on the brain drain of the team

-fatigue after passion; Awakening after being used

Dr. Peter Shengji pointed out in his classic book "The Fifth Discipline" that "the competition of enterprises in the future is the competition of talents." Mr. Wen Anluo, one of the owners of Amway, also said in the book "God helps those who help themselves" that "people are more important than products in any enterprise that wants to continue to operate. Spend time with people and foresee the success of your career at the early stage." In the 21th century, more and more enterprises realize that "talent" is the biggest capital of enterprises ... < P > Just like direct selling enterprises, so is the direct selling team.

the flow of talents is also normal. When people choose a direct selling company, it doesn't mean that they have sold themselves to this company, let alone to their referees (of course, today some people shout: "Life is xx people, death is xx ghosts" only means that they are still in the blind period).

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

in fact, in direct selling, the flow of talents is more frequent, and I believe everyone has a deep understanding of this. How many friends have you met who have changed two or more companies in two years? Nor can we generalize 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 high-quality friends who have made some achievements (of course, there are also "direct selling jumps" for quick success and instant benefit, which are not the focus of this article). This is like in the pre-MLM period, not everyone who did pyramid schemes was a liar, but in fact there were many people with great ambitions and good character.

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

First, the fatigue after passion

Today, many local direct sales executives in China are composed of the following categories:

1. The elites in traditional industries. Before doing direct selling, these people have high quality, good interpersonal relationship and even have their own business. They succeeded by their own personal charm, and you can't succeed without such conditions to copy his methods;

2. With the help of a chaotic period. In 1998, after the state rectified pyramid selling, it approved 11 companies to engage in direct selling business in China. Before the rectification, the number of people engaged in pyramid selling claimed to have reached more than 31 million, and some of the teams of the original pyramid selling companies were integrated into the transformed enterprises, making a group of people at that time the beneficiaries of this special period < P > 3. Only rely on the conference venue to operate. The way many people do direct selling is to use meetings to start people, because it is easier to ignite a person's passion at a big meeting. Many people are aroused and start to operate after attending a meeting with hundreds or even thousands of people. In fact, they don't think rationally about why they do it, but "follow the crowd." As a result, it is hot and cold quickly, becoming a "sea of people tactics";

4. performance in hoarding goods (this kind of phenomenon will be analyzed specially).

These four types of people lack a truly systematic mode of operation, and in the later stage they only rely on meetings and sensationalism to operate.

Every successful business has a model. In the early stage of the market, you can make this business by passion. But today's market is becoming more and more rational, and it is by no means possible to make a big business simply by hard work.

in the early 1981s, you could make money as long as you had the courage to do business. But today, if you have funds and projects, but don't even understand the basic business principles, can you succeed? You look at those people who got rich first in the 1981s and feel that you are working harder than them, but why can't you do it?

Lack of experience in direct selling operation and lack of instruction, people left from disappointment to doubt and then to despair. Perhaps, after he left, he didn't know the reason for his failure.

Here, I also want to ask whether the above four types of "winners" can "succeed" for a long time. Many so-called high-ranking people only get income, but lose their free time. He is tied up by his own team because people can't live without him. Let's go and see the first "millionaires" in the 1981s. Where are they today? Now, the market recognizes "Liu Chuanzhi" rather than "upstart".

Second, the awakening after being used

"Don't use people to do marketing, but use marketing as an opportunity to cultivate people"

-Dester Jaeger

I hope readers can understand this famous saying well. Because today, many people are using people to do direct sales ...

An important feature of illegal pyramid schemes is to attract people. Today, did you see some "leaders" tell you the "secret" of doing direct selling quickly: 1. Use a full set of products. Otherwise, you don't have to use it yourself. How can others use it? 2. You must have the concept of investment. Do you need to invest in opening a restaurant and how much do you need to invest in buying an agency? Therefore, not only do you have to use it yourself, but you also have to prepare goods from several thousand yuan to tens of thousands of yuan or more. This is a normal investment. In the final analysis, this is to help him make achievements in the world. What's more, I will tell you directly that your leader wants to make achievements and you have to cooperate, so that your subordinates will cooperate with you in the future. As a result, many wage earners moved sets of products back home.

Going home and dreaming a "dream", then copying this method in the team, and constantly using the bonus for direct sales to buy goods, this is a typical pyramid scheme. Many friends who do this have kept increasing their performance, but they have not made any money, and they have really become "golden characters".

of course, I don't mean not to use products. As an operator, we should use them for our own use. To really expand direct sales, we should establish a "self-use marketing team". The self-use mentioned here must meet two conditions: 1. Self-need; 2. Economically acceptable. If you want to stock up properly, the premise must be economic strength, and the general wage class does not recommend stocking up in large quantities.

what the "leaders" do as mentioned above is against the principle of market operation, and products must be circulated to consumers to create wealth. So, some people who think rationally understand this truth. What do they want? "Income" or "title"? Suddenly found themselves just playing with others, so they quit, while others were still dreaming; Some people get it, but they have a problem with their mentality and start to earn other people's money in this way, which has become a replica of pyramid schemes.

at the same time, we should also understand that this is not the fault of any company, but the problem of people. The maturity of the market has a process: profiteering-chaos-rectification-maturity. This happened in the stock market and futures market. Jin Kela said: "The poor people in the world are poor because of two mentality: 1. They always fantasize about getting rich overnight; 2. Yongyuan said no to the opportunity. " The two practices are the embodiment of poor people's mentality in direct selling.

if that's what you're doing today, I advise you to stop and think about it.

Only pay attention to performance, ignoring team building. Undoubtedly, the income of direct sellers is directly linked to sales performance. As a result, there is a misunderstanding that only sales performance is valued, and the corresponding word of

is "rushing performance". At the end of each month, many people buy a lot of goods to impact performance.

the direct selling team consists of leaders, followers and customers. We should cultivate leaders,

pay attention to followers and serve customers.

followers and customers are brought by leaders in the final analysis. Who is more important is clear at a glance. "3s" work-sales, recommendation and service are an organic whole, but some friends put 81% of their energy into sales and ignore team building. Maybe you will say that I will build customers first, and then build a team with income. Then, let's look at some real situations.

one day you set up a customer base of 211 people (in fact, this is the goal of many direct selling friends, and some people have indeed achieved it), and you will encounter a problem, and it will take up a lot of time for you to serve them. If one day you go to other places to develop the market, your old customers will not wait until you come back three months later to buy products. They can buy products from anyone, even from other companies. Consumers will never be loyal, and your performance will begin to decline at this time. What should you do? Then develop a new customer base. If you encounter such problems, your teachers and team will encounter such problems, which makes many people stuck in such a circle. At this time, everyone's eyes are nothing but products, performance and customers.

it's no wonder that many people complain that it sounds like product courses, sales courses and how to make the team sell more courses. Of course, these courses are very important, but you should learn more about team building, which is the difference between primary school and middle school;

many teams do this, and his awards are won by the group's massive sales. I have seen a lot of teams' sales of 71,111 yuan/month, but only six people are really positive, and they are still very proud. When everyone sells more than 111,111 yuan, you are training your team members to be super salesmen, not business builders. Take Amway as an example. If a senior business manager has only a team of 211 people, according to the 21/81 rule, 41 people are really active. According to Amway's minimum performance requirements, the monthly sales should be 421,111 yuan, so the sales task of each person is 1.15 million yuan. Think about it, everyone will do this in the next six months, which is undoubtedly a huge challenge. A team of 41 sales experts! Today, many high-level teams are formed in this way. Remember The Story of the Pipeline? Many people are building pipelines by lifting buckets. After research, human behaviorists found that only 3% of the people can really sell well, and most of them persisted for several months, then lost, and finally became a crowd tactic; In fact, among the lost people, there are high-quality people, but they don't want to just sell and become a salesman.

In the book "21 Rules of Leadership", Maxwell talked about the law of admiration: "Leaders will only follow leaders who are better than themselves. Leadership is the ability to influence and drive others. " I quite agree with this. Unfortunately, many people don't know how to lead and attract them, so they are destined to cooperate with only a few people.

Attacks by 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? Just when he was confused, friends from other companies appeared. After "analysis and comparison", people suddenly realized that it was "products and systems", and then he saw infinite hope and started all over again. Some people become the beneficiaries of "job-hopping", while others fall into the above-mentioned strange circle.

I must tell you that it's not the company's fault that you can't do it, but something is wrong with your business methods. This is a problem of "people", and it lacks scientific and systematic operation. Any regular direct selling company has a set of feasible systems, which can be expanded, and many people have expanded. This has nothing to do with the system itself. If you just want to get rich quickly, you don't have to do direct sales. Direct selling is to give you a steady career opportunity with more work, not a chance to get rich overnight. If someone tells you that his system can make you rich quickly next time, you really have to be careful, it is likely to be 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. The competition among direct selling companies will be fierce. At the same time, the competition of the direct selling team will also become fierce. How do you think those high-level people with more than 11 years of direct selling experience will enter China, and how will they cut into the market? Will you slowly establish contacts and then start? Just like "headhunting" companies, they will directly seek "leaders" to cooperate. I believe that a series of similar "big earthquakes" will occur in the direct selling industry from next year. Don't call others unfair competition, because this is business.

the reason why I talk about this is to remind you-is your team capable of resisting attacks?

If you are not ready now, if you haven't found a corresponding solution yet, if you still think that your small team is healthy, but it meets the three points I just mentioned, then you have got a "yellow card".

Let me tell you something: In Taiwan Province, China, a group of "diamonds" of a company accepted the invitation of the company to travel abroad. Just after they left, the "direct selling storm" began. When they came back from their trip, they found that their team had collapsed. Churchill said: "The only reason why people can't predict the future is because they don't understand history." If this kind of thing happens again in China's direct selling industry, I believe that the direct sellers are unwilling to see it now.

it is difficult for us to summarize all aspects of brain drain in direct selling through this short article. There are many reasons for brain drain, not just the above four points. I just hope to arouse everyone's thinking through the above four points.

as I have repeatedly mentioned, in the process of direct selling growth, you need to be guided by a mentor to promote you from all sides and from the inside out, not just a person who teaches you how to sell products. What you need to learn is a systematic operation mode, so as to build a stable and long-term business, not just simple products and sales knowledge. There is a difference between you and the company. Don't be naive to think that as long as you join the direct selling industry, you will succeed if you work hard. It is not terrible for a person to walk into a dead end. What is terrible is that you lead a group of people to a dead alley. You should find the inherent law of direct selling, constantly think and summarize in the process of action, and you should constantly learn, grow and surpass. May readers ride the wind and waves in this coming wave of direct selling and reach a bright future!

Friend: What do you think? I have really mixed feelings about what I have experienced, and I hate and appreciate it. But now it is very good!