Probably my first involvement in Holley’s Thirty-One business was looking into her business data.
What does that mean, exactly, “business data?”
For us, this means looking for trends in the data that can help you plan or understand where your business is going or look at problem areas. You’ll also want to learn to scan the data to look for girls on the team who are getting close to promoting, demoting, or falling off entirely (the earlier you find these things, the more likely you are to be able to engage with them to work with them to be successful).
What data should you follow monthly?
- Personal Sales
- Team Sales
- 2nd Level (EDV) Sales
- 3rd Level (SDV) Sales (and further levels on which your company pays if applicable)
- Number of personal parties.
- Personal party average
- Number of G0 parties
- Personal recruits
- Team recruits
- Total downline
- Activity Rate – Percentage of active girls who are actually selling each month (Selling G0/Active G0)x100
What I’ve done is to create a spreadsheet (in Apple’s Numbers spreadsheet application) with columns like those above. See the picture below:
Just to be clear, across the top the columns are: month, personal recruits, personal parties, personal party average, qualified active personal consultants, active G0 consultants, selling G0 consultants, Activity Ratio, Personal Sales, Team Sales, Senior Director Volume (G1), Executive Director Volume (G2), Total Downline Volume (includes people you don’t get paid on), Total downline Consultants, Total New Recruits for the month, Total downline parties, Her paycheck for the month, Yearly summation of income (I also do 6 months), Total Team Sales (this is useful for incentive periods). Also on the spreadsheet, I have another column to the right for “notes.” This is useful for noting when you have a promotion, a promotion bonus, natural disaster, personal family problem, or any other event that might affect sales, recruiting, etc. Then, using that chart, I’ve created several graphs to visualize the data and more clearly identify trends as pictured below.
Honestly, I’m up to 2 pages of graphs now to show the fluctuation of the party average, activity rate, & recruiting. I’ve also made specific charts for personal volume and average party size just to get more specific with those. You may want to focus on certain parts of the data depending on what you find interesting or what you find you and your wife need to work on with your team.
Analyzing The Data
When you start looking at trends, you’ll be able to identify where to direct some of your efforts. Or to help your wife identify where she needs to be working harder. Of course you’ll want to be gentle in explaining this. But If you find as she promotes leaders that her team size (QSC) is getting smaller and her team sales is getting smaller too, then she needs to consider focusing on recruiting more in parties. Maybe you decide to do some trade shows to “get out there” more.
If you see that your party average is trending downward, have a discussion with her about why that is happening. Work together to develop a plan for add-on sales. Does she maybe need to focus a little more on hostess-coaching to ensure there are enough people attending the parties and engage the attendees to help the hostess get all the free product she wanted?
What if your team sales is going down and your G0’s party average is going down? Look at the activity ratio. Are your girls engaged with their leader? Is she encouraging them? Incentivizing them (or keeping them aware of the incentives put out by the company)?
Girls: What other data do you like to follow in your business? How do you use data?
Guys: How are you helping your wife with the business side of her business?
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