Theory|
Leadership Framework
The legendary success author once said 'whatever the mind of man can conceive and believe they can achieve.'
Whilst belief in your ability to succeed is vital, it will never materialise without 'conceiving' or understanding what is required for success. The challenge of leadership in Direct Sales starts with a clear understanding of the framework of leadership development. All DSU courses are based on this basic leadership framework.
Unique. The business environment and objectives in Direct Sales is unique and thus requires a unique leadership framework. Thus traditional leadership approaches formulated by authors such as Covey, Blanchard, Maxwell and Adair, have proven ineffective.
Leadership Subjects. 'Leadership' covers the subjects of Network Development and Leadership Development to master:
- How companies lead
- How people lead companies
- How people lead people
Leadership Groups. There are four separate yet inter-connected groups of leaders.
- Level 1. Coach Leader. These are business builders who have sponsored a few people and want to learn how to become a team leader.
- Level 2. TEAM Leader. They have a team and want to become an interdependent team leader with a solid growing residual income.
- Level 3. Top Leader. They make strategic decisions for their organisation and want the organisation to keep growing without their input.
- Corporate Executive Leader. They make strategic decisions over the development of the network and must help grow leaders.
Leadership Development Programmes. All professionals in Direct Sales will be part or have their own Leadership Development Programme.
Leadership Approach. All leadership development programmes are based on a 'leadership approach'. It provides the philosophy upon which education is based. Examples of this are Covey's Principled Centred Leadership or Adair's Functional Approach toLeadership. Direct Sales requires a specialist approach so DSU uses Ludbrook's 100% Approach to Leadership.
100% Approach. This approach has the twin objectives of creating maximum performance and ensuring all people have a 100% chance of success. The second objective is vital to make the Direct Sales business model work.
Leadership Areas. The 100% area is based on focusing all activity in three areas: Personal, Individual and TEAM Leadership.
Leadership Definition. The 100% definition of Leadership in Direct Sales is... 'the ability to influence your people to do the right thing when you are not there'
Two Opportunities. There are two opportunities; Retail - based on selling products to customers and Business - based on build a team.
Marketing strategy. The Direct Sales business model is based on sales to ones warm market through 'inspirational' sales techniques. Cold-calling, especially door-knocking or telephone sales, is only relevant to a tiny number of companies designed for this approach. Internet cold marketing is not Direct Sales or Network Marketing, rather it is a form of what is now called MLM.
Development focus. The 100% Approach is based on business growth through a focus on learning of skills before concerning oneself about producing performance. Skills mastery creates the belief that everyone has an honest chance of success.
