WEEK 3, DAY 3: HOW TO MANAGE YOUR TEAM WHILE BUILDING
While it is important to actively manage your team of personally sponsored Coaches, it is just as important to keep a running pipeline of new coaches coming into your business at all times. See, what we see happen more often than not unfortunately is, a Coach advances to Diamond (great!), but then unintentionally, they begin to diminish or abandon their recruiting practices almost right away (not so great), and this results in the sudden stunted growth of the team.
And it is not because they want to, but because it can be so easy to get so wrapped up in working with the Coaches we currently have, that we can easily lose focus on continuously and always non-negotiably adding more.
Here is a breakdown of my white board system that I use in my home office that helps me keep track of it all. This system will undoubtedly keep you visually focused, organized and acting as the new born Diamond Team Leader that you are, by helping you efficiently manage the Coaches you do have while ALSO continuously building your team, never letting your pipeline run dry.
WHITE BOARD SYSTEM: Divide your board into four sections — Team, Calendar, Current Groups and Leads/10 in play
Team: List all of your business building Coaches for the month. This list can obviously be edited throughout the month, adding names of new coaches who join your team, and erasing of Coaches who perhaps cancelled their account. This section is to keep track of your coaches who are actively working the business and you can also keep note of their points for the month.
Calendar: I use this section to keep track of any upcoming groups or training groups.
Groups: This section is to keep track of who is in all of your groups. This way you can remember to check in with them.
10 in Play: In this section I have the names of all the people I am currently “talking to” about anything Beachbody — whether it is a challenge pack, Shakeology, Coaching or just a program. I list where our conversations mostly take place (i.e. Email, text, FB, FB fan page) so I can easily revert back to see what we talked about, and I also list what they are interested in. If they ask me to check back with them at a later date, I place a date next to their name reminding me to do so. (We know the KEY is in the follow-up!)
The most important part of this section is knowing that in order to keep a steady pipeline of business pumping into your organization — it is vital that you maintain at least 10 people “in play” at all times. That means, if you have 12 prospects, and 4 decide to buy/join, you then need to hustle and find at least two more prospects to add to your board.
What are some ways to find more people? Announce challenge groups, revisit your contact list, host a Shake-and-Share … you know the drills.
The second part to the 10 in Play system is being sure to follow through with the Customer-to-Coach conversion. The way I keep track of this is by logging on my desk calendar three weeks post a customer ordering their challenge pack or Shakeology.
While I am in constant contact with them holding them accountable to their fitness and health goals, three weeks is when I want to talk to them about the ability to sign as a Coach and receive any future bags of Shakeology or programs at a ridiculously discounted price. Many times we have the potential of signing new coaches but because of lack of organization, we don’t. This system helps us keep it all in check.
SUCCESS CLUB + TEAM = Managing
10 IN PLAY + CUSTOMER-TO-COACH CONVERSATION = Building
MANAGING + BUILDING = SUCCESS!
… and at a super cheap cost:
White Board $7.99
Desk Calendar $5.99
Hope this helps!
Any questions, ask away!