Avon Sales Leader C 90-Day Business Plan 1 C to Year Name STEP Dreams 1: Review & Goals District # Personal: Team: 2 STEP 2: Review the Past 90 Days Describe achievements the most significant Personal: Team: PRP Tracking Total Annual Sales* Avg Per Campaign President’s Club $10,100 $389 Honor Society $20,200 $777 Rose Circle $38,000 $1,462 David McConnell $66,500 $2,558 President’s Council $112,000 $4,308 President’s Inner Circle $280,000 $10,769 (circle current level) *Total Award Sales are for annual cycle Leadership Level Requirements** Personal Award Unit Sales Minimum Recruits Unit Leader $250 $1,200 5 Registered Advanced Unit Leader $300 $4,000 12 Registered (including 2 Titled) Executive Unit Leader $350 $15,000 20 Registered (including 5 Titled, 1 AUL+) Senior Executive Unit Leader $400 $40,000 20 Registered (including 9 Titled, 2 EUL+) FAST START** Fill In Current Status − Leadership Qualification** PERSONAL SALES Earn up to $500 UL $ UNIT SALES $ UNIT LEADER** AUL $ $ Perform as UL: $100 Have 5 $100 on-time paid orders: $210 Develop 1 UL: $200 EUL $ $ SEUL $ $ Earn up to $510 REGISTERED RECRUITS Total Earn Big While You Develop Others** Mentor to UL $200 Mentor to AUL $300 Mentor to EUL $500 Mentor to SEUL $1000 Total Titled Total Titled Total Titled **See Earn Big chart for complete details US Sales Training | 90Day052010 1 Avon Sales Leader 90-Day Business Plan 2 Refer to your Sales Leadership Earnings Statement and DLM and/or DMO Representative Data (use Individual Performance and Leadership Performance reports). Sales Performance to Date - Total Personal Sales: $ ________ (Analyze each Campaign’s actual results for sales and Customer trends for last 7 Campaigns.) # of Customers # of eCustomers Sales Performance to Date - Total Unit Sales: $ ________ (Analyze each Campaign’s actual results for sales trends for last 7 Campaigns.) 1st Generation Representative/Downline Development: # Total Downline Members # Unit Leaders and Advanced Unit Leaders Strive to develop 20% of your Representatives as President’s Club Members and 10% in Leadership # Executive and Senior Executive Unit Leaders # New Appointments (1st-3rd Generation) # Fast Start Contenders # President’s Club and above # Potential President’s Club Leadership Earnings/Bonuses Over Past 90-Days: Leadership Earnings $ + Earnings from Incentive Programs $ + Mentor Bonuses $ = Total Leadership Earnings/Bonuses $ Leadership Earnings, Recent Campaign $ x2= Estimated Monthly Leadership Earnings $ Leadership Earnings Goal Per Campaign $ x2= Monthly Leadership Earnings Goal US Sales Training | 90Day052010 $ 2 Avon Sales Leader 90-Day Business Plan 2 Let’s talk about the activities you conducted to build your team over the past 90-Days and the skills you used to do that. What do you see as your areas of strength as well as areas of opportunity? Prospecting following ACT direct and indirect, using prospecting tools and Power of 3, Avon Opportunity Meeting Areas of Strength: P Areas of Opportunity: Appointment Process: AT1 4-Step process, Dreams and Goals, WDYK list (Fast Start Flyer), set Campaign goals and benchmarks, set time 48 hr. call and T2 Contact Areas of Strength: A Areas of Opportunity: 48-Hour Call, T2-T4 Scheduling/Conducting/Following flow, discuss PRP achievement Areas of Strength: T Areas of Opportunity: D1-D4 Scheduling/Conducting/Following flow, Field Observations, Fast Start tracking, title achievement, 90-Day Business Planning Session, Team Meetings Areas of Strength: D S Areas of Opportunity: Selling-Techniques to increase personal/team sales. Increasing Customers and Customer order size by using 5 steps to selling, link, cross-category, bundle and group selling techniques, beauty vs non-beauty product sales, Customer skincare needs analysis, ship direct/instant delivery and Customer follow-up strategies, Campaign tools from yourAvon.com, Open Houses, District Sales Meeting, Training Sessions (e.g., Fund-raising or potential/current President’s Club Workshops) Areas of Strength: Areas of Opportunity: US Sales Training | 90Day052010 3 Avon Sales Leader 90-Day Business Plan 3 STEP 3: Set Goals for Next 90 Days – Your fortune is in the follow-up! (C to C Year ) Target Title: AUL EUL SEUL Target Campaign: GOAL PER CAMPAIGN x7= Personal Sales: x7= Customers: x7= # New Customers x7= # e-Customers x7= Personal Recruits/Fast Start: 7-CAMPAIGN GOAL x7= Personal Training & Development: Beauty of Knowledge Courses: Other (see Attachment for Tools and Recommendations): Which 3 Downline Members will you focus on for PRP achievement and level advancements? Name Current Level Target Level Which 3 Downline Members will you focus on for Title advancements? Name US Sales Training | 90Day052010 Current TItle Target Title 4 Avon Sales Leader 90-Day Business Plan 3 Total Downline Members: # Current Staff: - 10% for removals – + # Personal Recruit/Fast Start Goal* + + # Recruits needed by chosen 3 for Title Advancement + *Goal of 10 Fast Starts working to UL ongoing GOAL PER 90 DAYS PROJECTED TOTAL DOWNLINE MEMBERS: (line 1) ACTUAL RESULTS IN 90 DAYS = Average* # of Downline Members by Level (Use this guideline when projecting your goal) 1st Gen 2nd Gen 3rd Gen Fast Start* TOTAL AUL 41 33 12 10 96 EUL 80 104 58 10 252 SEUL 135 355 24 10 524 * Campaign Average using data from C26, 2008 to C25, 2009. Total Orders in Downline: Actual 1,2,3 Gen Orders Use Leadership Performance Report (last billed Campaign): ÷ 1,2,3 Gen Recruits ÷ ACTIVITY = Projected Total Downline Members (from line 1 above) x PROJECTED TOTAL ORDERS IN DOWNLINE: (line 2) GOAL PER 90 DAYS ACTUAL RESULTS IN 90 DAYS GOAL PER 90 DAYS ACTUAL RESULTS IN 90 DAYS = Total Downline Sales: 1,2,3 Gen Sales Use Leadership Performance Report (Quarterly Average Column - first column): ÷ 1,2,3 Gen Orders ÷ AVERAGE ORDER = Projected Total Orders in Downline (from line 2 above) x PROJECTED TOTAL DOWNLINE SALES: (line 3) = GOAL PER 90 DAYS ACTUAL RESULTS IN 90 DAYS Title Advancements: US Sales Training | 90Day052010 5 Avon Sales Leader 90-Day Business Plan 3 Let’s discuss Training & Development for: New Representatives 48-Hour Call, Training Contacts T2-T4, Open Houses: Established Representatives T3-T4 Activities, Training Sessions, Plan for Success Guide Session: President’s Club Representatives Plan for Success Guide Session: Sales Leadership Representatives (Sales Leaders) Development Contacts D1-D4, Avon Opportunity Meeting, Team Meetings, Field Observations, 90-Day Business Planning Sessions: Action Plan to achieve personal and team goals: • Refer to Activities on page 3 to create your Action Plan. 4 • Fill out the Coaching Action Plan form. • Schedule activities on your calendar. • Identify up to 3 activities/opportunities to be implemented within the next 90-Days. • Remember to use the Avon Coaching Process. • Be sure to highlight up to 3 areas of strength for continued focus. STEP 4: Plan Follow-Up in 30/60/90 Days How Can Your Upline or Manager Support You with this Business Plan? (Note type of contact and preferred date) Type of Contact Date 30-Day Contact: 60-Day Contact: 90-Day Contact: US Sales Training | 90Day052010 6 Personal Development Tools and Recommendations DVD’s Where To Find It/Author Business Is Booming Amazon (http://www.amazon.com) What Is Your Plan B Amazon (http://www.amazon.com) Living an Exceptional Life Jim Rohn Live Life Would Be Easy If it Weren’t for Other People Connie Podesta Step Into Your Greatness Les Brown How to Not Suck at Sales, Pump Up Your Numbers & Put the Fun Back Into Sales Jeffrey Gitomer The 8th Habit, From Effectiveness to Greatness Stephen Covey Rich Dad, Poor Dad Robert Kiyosaki Books & Magazines Where To Find It/Author Networking Times Magazine www.youravon.com/community/ Avon Advantage/Networking Times Developing The Leaders Around You John Maxwell Super Prospecting Tom Schreiter Rich Dad, Poor Dad Robert Kiyosaki Why We Want You to be Rich Donald Trump and Robert Kyosaki The One Minute Millionaire Hanson & Allen Build It Big Direct Selling Women’s Alliance (http://www.dswa.org/) More Build It Big " Success Magazine Success Magazine (http://www.successmagazine.com) 17 Secrets of Master Prospectors John Kalench Spanish Books Where To Find It/Author La magia del mercadeo multinivel/MLM Magic Ransom Hill Press (http://www.amazon.com) El próximo billón Paul Pilzer (http://www.amazon.com) Take It To The Next Level Amazon (http://www.amazon.com) Local Library (Business: Network Marketing) US Sales Training | 90Day052010 Attachment 1 Personal Development Tools and Recommendations Teleconferences/Online/Audio: Where To Find It Avon’s Beauty of Knowledge Training Online Courses(English & Spanish) www. youravon.com/training/ Beauty of Knowledge/Training Courses Networking Times University www.youravon.com/community/ Avon Advantage/Networking Times CD - Big Al’s Network Marketing Sponsoring SecretsfortuneNow.com " CD – How to Give a One Minute Presentation, Tom Schreiter " CD – 28 Days To Your New Future, Michael S. Clouse " CD – The Simple Art of Duplication, Michael S. Clouse " CD – Thinking Your Way To Success, Michael S. Clouse " CD – Building Your Network Marketing Business, Jim Rohn " CD – The Secret of Developing Leaders, Michael S. Clouse " Spanish Tools: Where To Find It CD – ¿El negocio perfecto? Robert T. Kiyosaki www.youravon.com/community/ Avon Advantage/Networking Times CD – Comience Listo Termine Rico, David Bach " CDs below can be purchased via Networking Times Where To Find It CD – What would you change if your annual income…suddenly became your monthly income? Bob Proctor www.youravon.com/community/ Avon Advantage/Networking Times CD – Underpaid and Overtaxed? The Simple cure is " CD – The Answer, Brian Tracy (Forecasts where the new money-making opportunities are today) " CD - The Entrance, Doug Firebaugh (From mediocrity to MONUMENTAL!) " CD – Start Smart Finish Rich, David Bach " Cassettes – Educate, Equip, Empower, Jerry Clark " US Sales Training | 90Day052010 Attachment 2