Skip navigation
RENEWAL for Field Leaders
Book

RENEWAL for Field Leaders

Leading Your Direct Selling Team Back to Growth

Brett Blake, 2020 more...


Editorial Rating

8

Qualities

  • Comprehensive
  • Applicable
  • Well Structured

Recommendation

Operating in the direct-sales world is challenging, so consultant Brett A. Blake lends a hand. He notes that direct sales are counterintuitive. In non-direct-sales firms, increased sales are always positive. But for direct-sales firms, increased sales now can result in slower sales later – unless firms correspondingly add more field leaders. Blake tackles the challenge of adding the right new field leaders, reaching new customers who can become leaders, and prospering in this challenging arena. 

Take-Aways

  • Direct-sales firms need strong field leaders, especially to boost renewals.
  • Direct-sales firms go through five phases: “launch, hyper-growth”  (when sales grow, but the boost doesn’t last), “growth by promotion, shake-out, and decline or renewal.”  
  • Many direct-sales firms can hang on without profits, but they fold quickly without cash or hope.

About the Author

Brett A. Blake, a partner in The ServiceQuest Group, has been the president, CEO or GM of seven companies. He also wrote Private Equity Investing in Direct Selling: Identifying Risks & Rewards, and RENEWAL: Leading Direct Selling Turnarounds.