Engaging Your Team TTT for FTMs November 9 Instructor preparation for TTT: Send hard copy of tools to FTM’s prior to TTT. 11-6-2012

Project Dandelion Training: Cascade of Supports Phase I Plan Phase II Engage Phase III Execute Post-Onboarding Retention Objectives Strategy to Select your team Planning Tool at the DVM, DSM and Representative level FTM Prep / activities Nov 9 – Planning TTT for FTMs on planning / choosing their teams Wk of Nov 12 – Delivery of Planning Training to DSMs at Staff Meetings Nov 30 – Engaging TTT for FTMs – Engage and activate your teams Objectives Engaging your team using 311, 90 day Business review and campaign planner FTM Prep / Activities Dec 3-14 – Create live Engaging webinars within your Divisions (DSM / SLs Dec 14 – Executing TTT for FTMs – Prepare the DSMs for the Executing Rallies Wk of Dec 17th – Deliver Executing Training to DSMs for their Jan rallies Objectives Executing rallies to prepare for events: prospecting at these types of events, handling objections, performing mini AT1 contacts, influencing skills Define next steps in the process and set clear definitions FTM Prep / Activities Jan 14 Identify with your DVM where you should participate Process on getting list of new recruits to DSMs quickly for follow up Process for DVMs, RSLs to follow up Create calendar for Division level training contacts Provide training schedule at time of event Create a Division Google document to track training attendance Create process / scripting for Lead follow up after C5 if not appointed (lead calling parties?) Use Business Buzz to drive sales & orders Create incentives to those who attend trainings (e.g., free product, sample packs) Create Facebook page to engage new Reprs. Review slide. Say: This chart represents the cascade of Training for Project Dandelion. There are going to be 3 “trainings” that the FTMs will cascade to DVMs/DSMs who will then cascade to Representatives. Planning Engaging Executing US Sales Training 11-6-2012

Key Points Ensure that District Sales Managers close out the year hitting Peg point and engaging our Representatives Supporting key initiatives through training and support tools C4/5 events are going to be critical next year in driving additions and aligning achievement of KPI’s You will need to work with the Division Managers Review DVM Planning tool with DVMs Partner with them to execute the training and provide support to achieving the KPIs Review slide. Say: Look at how to focus on closing out the year hitting peg point and engaging our Representatives, supporting key initiatives to achieve C-4/5 goals and aligning 2013 KPI’s. US Sales Training 11-6-2012

What do DVMs need to do November: December: Work with FTMs to prepare and deliver Planning pieces at Staff meetings Ensure that DSMs are having 1:1 sessions using 90 day business planning tool to engage their Sales Leaders and identify their teams Plan with FTMs how the December training webinars will be launched and communicated December: Work with the FTM to schedule the Engaging TTT Use your holiday parties to get people to the rallies and prepare for the C4-5 recruiting events Ensure that Teams for each event are clear on their roles & responsibilities and that expectations for follow-up have been well communicated Review slide and what DVM’s need to do in November and December. US Sales Training 11-6-2012

What do FTMs need to do For the months of Nov / Dec – Team call dates will be changed – please block 12-1:30 on Fridays Talk to your DVMs about their November Staff meeting calls – coordinate to be on each one. The presentation is 15-20 minutes Create a schedule with the Division Manager on the December 3-14 Engaging Webinar dates – Determine how you want to launch them and how to get people to attend Work with your Division Manager on when the training for the Executing Rallies can happen the week of the Dec. 17 Post retention – TBD Say: As the Field Training Manager supports their Division their roll will be to work closely with their Division Sales Manager. Ensure the FTM and DVM partnership is key. Review slide… US Sales Training 11-6-2012

FTM Preparation for Training Verify with DVM if meeting is live or web Set up Adobe if required and have the PowerPoint prepared Prepare Planning Tools (DSM, SL) E-mail or have copies of the District Manager and Sales Leader Planning tool Be sure to send the Documents prior to the session and tell them to print We will house the tools on the SMO – info on that will be forthcoming Review slide: FTMs have been sent hard copy of tools. US Sales Training 11-6-2012

FTM Follow Up To Training Email DSM to spur they actions after training Ensure that all DSMs completed their Planning Worksheet Continue with follow up at each step to create a “Timeline” for the DSMs. Check in on Division Team calls to ask about progress Review slide: US Sales Training 11-6-2012

Engaging Your Team Instructor (FTM) preparation for DSM Training: Bring the following Worksheets for C4/5 Event DVM DSM Sales Leaders Send email to DSM’s informing them to have the following tools available for this training class. 90 Day Business Plan for Representatives and Sales Leaders Computer to review Segmentation Reports (Leadership and Representatives. 11-6-2012

How could this impact your Title Advancement Bonus? What’s in it for You? Illustration: Adjust 2 campaigns of Additions Plan to meet C4-5 Goal See the impacts to Net Sales results vs. prior campaign actual To current year potential (NO changes to Average Order or Activity) b b Say: Remembering again that this training is NOT all about C4-5 Events – it’s about hitting Peg Point, closing out Circle of Excellence and starting the new year at a staff and order advantage. This is an illustration of the impact that you can experience if you focus just 2 campaigns in the first quarter on doubling your additions plan. Look at the impact on sales vs prior campaign without any adjustments to any other KPIs. What could this mean in your sales increase bonuses? Additionally, how could it impact your title advancement bonus when your New Candidates and Titles Sales Leaders are the ones bringing in those additions? Since the Q1 plans will not be in the Planning Calculator in time for this project, you could try this exercise by adjusting the additions plan in any 2 campaigns in a quarter. AND How could this impact your Title Advancement Bonus? a c a c US Sales Training 11-6-2012

What’s in it for your team? How will you show them what’s in it for them? With whom will you conduct a 90 Day Business Plan? Say: This is the time of the year when DSMs and Uplines should be scheduling and planning for 90 Day Business Plan sessions. It’s a chance to refocus Representatives on their dreams and needs. Have they changed since the last business planning session? Show them where the money is and how they can get the right members of their team to help them make more money and achieve their goals. Determine how their team will fit into the District’s plan for achievement of your peg point and execution of the C4-5 Challenge. US Sales Training 11-6-2012

How to Exceed Your Business Goal and Maximize Your Campaign KPI’s Break down your District’s goal into manageable chunks – campaign, weekly, daily. Determine your Team & Actions Traditional Prospecting Activities Appointments and Training Contacts to be conducted Shared lead and Old lead follow-up Lead Generation from Established Representatives Campaign 4/5 Events Be sure to take accelerated RPS schedules into consideration Say: As you look ahead at the possible tasks through the rest of the year to achieve or exceed your KPIs, Peg Point and possible Circle of Excellence, how will you plan the activities to drive the additions? AND who will you partner with to drive new Candidates and Title Advancement? How do you eat an elephant 1 bite at a time – break it down into bite size chunks – this is about now through c4/5 and beyond. Look at all the other activities that will impact the results. (Share your suggestions to add to this list.) US Sales Training 11-6-2012

DSM Planning Tool US Sales Training Next week, when you’re training your DSMs, the Planning Tool will be your Participant’s Guide – raise your hand if you have printed copies of the Planning Tools with you now. Let’s take a look at the DSM Version. US Sales Training 11-6-2012

Identify Potential Participants For Your Teams Use the Leadership Segmentation Report {LOLA} and Representative Segmentation Report {LORA} to find Leaders / Representatives that exhibit the behaviors of wanting to grow their business Identify key areas within your District that need coverage and identify Representatives in those areas Reach out to anyone in your District who wants to build their business Talk to new Representatives at the Time of Appointment Consider partnering with other DSMs or Sales Leaders from neighboring districts to complete your coverage Say: Page 1 in the Planning Worksheet offers you space to prepare this step. There’s nothing new here – just normal FMP. It’s really about the sense of urgency to get out, meet your people and make sure you have coverage in all corners of your market. Review slide. US Sales Training 11-6-2012

Allocate Your Team to Events What Representatives are available for each section / event? Team A: Core Representatives – have consistently shown the behaviors to advance title to earn their spot. Team B: Bench – may have a limited availability but could pitch in at the last minute Team C: Not interested in events, but willing to kick in with traditional prospecting. Office Helpers: District Assistant and anyone you could challenge for a short term assignment such as follow-up calls and lead generation Say: Prioritize how different types of Representatives can contribute to the overall District goal. Review slide. This correlates with page 2 in the DSM Planning Tool. US Sales Training 11-6-2012

Allocate Your Team to Events cont…. Choose a Team Captain for each event You may want to have a special name tag for recognition Responsible for taking attendance and calling for backups if necessary Responsible for collecting & tracking leads and contracts They may have to be responsible for moving to a new location if traffic is slow Continued from previous slide… Review the responsibilities of the event Team Captains. There will be more information coming in later trainings as to Roles & Responsibilities of the Captains. US Sales Training 11-6-2012

Finish Planning Your Events Share SL Planning Tool with participants Identify when and where your pre-event planning sessions will be held Communicate the dates of your Trainings/Rallies Ensure the Team members order the kits, brochures and supplies needed Share the expectations of post Event follow up Review slide: Under Communicate say: Make sure your teams know that FTMs will be hosting educational webinars at the beginning of December and you’ll want to encourage and expect their attendance. Take participants manually through the rest of the DSM Planning Tool and then through the Sales Leader Planning Tool. US Sales Training 11-6-2012

Plan and Organize Retention Activities Text from Sales Leaders to all of her new Recruits at the end of each day – “it was a pleasure meeting you…” Schedule follow up FULL Appointments and Training Conversations over the next 2 weeks Provide invitations to Division & District Avon Opportunity Meetings over the next 2 weeks Schedule phone-a-thon events for lead follow-up Follow up with your Upline Leaders and their plans to follow up with their Downline Leaders. Say: A very big difference between the execution of this C4-5 Challenge and previous “mega” recruiting challenges is the retention plan that we’re going to have in place. It will be a very specific action plan to provide consistent contact with the Representatives who are appointed during this time frame as well as follow up on the Leads that are generated. Many of these ideas came from the execution of Magic Bus Tour and All Start Challenge events. Add any additional ideas you may have? US Sales Training 11-6-2012

Next Steps Who will you contact? Who will your DA contact? How many 90 Day Business Plans will you schedule this week in your planner? What is your deadline for aligning your Team? Who will your DA contact? Who will your Sales Leaders Contact in their Downline? It is critical to reinforce how crucial their next steps will be in making them achieve/exceed their Peg Point, Circle of Excellence goals and C4/5 Event goals. Review slide. US Sales Training 11-6-2012

“If you fail to plan, you plan to fail!” Benjamin Franklin US Sales Training 11-6-2012

DVM Planning Tool US Sales Training Explain taking their DVM through the DVM Planning Tool US Sales Training 11-6-2012

Presentation Tips for FTMs Practice Find a comfortable place to sit and have everything spread out in front of you find a comfortable way to manage your notes; the Adobe tool (ie – watching for comments); and the Planning Decks all at the same time. US Sales Training