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quite so eloquently.
The second barrier to sponsoring is… fear of responsibility. Countless distributors have shared that, although a new recruit often helps them move one step closer to earning an exotic trip, winning a prize or receiving the recognition they crave, it does not help them once they’ve got the new team member!
Here is what we heard… * "I’m not sure what I’m doing yet… how can I be responsible for helping someone else?" * "I don’t want to feel like I have to have all the answers or be responsible for their success." * "The thought of others being dependent upon me for the answers scares me to death!"
No matter how many carrots you dangle, how well you train them to offer the opportunity -- what lies on the other side of the “YES,” could be what is keeping them from growing their organization. The “responsibility” they feel to train, support and guide new team members after they’ve joined could be what is holding them back.
Recognizing that distributors do have a responsibility to train and guide their team and receive an override for their efforts, there are still some steps you can take to reduce distributor’s fear of responsibility. Let’s see how your company measures up.
Check those that apply…
* We address the “fear of responsibility” in our training material and newsletters and clarify their role as a sponsor according to our program.
* We offer thorough training that address various learning styles, including a detailed and indexed Distributor’s Manual (for detail style learners), a variety of audio training tapes and CDs (for auditory learners on the go), Video demonstrations (for visual and kinesthetic learners who like to “see and do”).
* We share the responsibility of training by offering regular corporate training through conference calls, video streaming and satellite events.
* We recognize the importance of the “coaching relationship” and offer company-wide training on the latest methods of team coaching.
How did you do? Have you adequately addressed the fear of responsibility? Are you offering training that shifts their perspective of what a leader and coach truly is? Could this be a barrier to sponsoring worth looking into?
Research with distributors from a variety of companies revealed that while some “forward thinking” companies have dedicated time and precious training resources to the topic of team coaching, many distributors feel they are not receiving “quality coaching” from their uplines.
“The skill of coaching someone toward their goals and dreams is a learned behavior that involves specific skills and tools, borrowed from the practice of professional coaching,” explains Coaching Center Director, Jennie England.
“By teaching leaders these skills and incorporating them into the culture of an organization, companies will begin to see an increase in performance at all levels,” England adds. “With 85% of the top Fortune 500 Companies using professional coaching skills within their organizations, doesn’t it make sense that the direct selling industry can benefit as well?”
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Jane Deuber is Co-Founder of www.DSWA.org (the only association dedicated to the needs of independent party plan and network marketing professionals). Discover what makes DSWA so unique. Listen to motivating and informative free teleseminars by visiting www.mydswa.org/tele_class.asp
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