PRODUCT
• Does your product have a unique edge?
• Are product margins enough to support your specific
direct sales approach?
• Is your compensation plan competitive, and easy
to understand and duplicate?
PEOPLE
• Does your staff understand the important nuances
of this business?
• Do you have trained/knowledgeable corporate personnel
critical to establishing a strong corporate–field
partnership?
• Do you have ‘in the trenches’ training
support with solid action – based, user- friendly
business tools for your sales field.
PLAN
• Do you have a ‘catch the vision’
mission that speaks to your sales field?
• Are there short – term (1 – 3 years)
and long – term (3 – 5 years) goals, and does
your staff have a clear understanding of what they are?
• Do you have realistic aspirations for the company
and are they based on the business factors inherent in
a direct sales operation?
