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Monthly Archive for: ‘March, 2019’

Who are the Real Leaders?

“I have to check with my leaders.” That’s a typical response I get when I discuss changing a comp plan or policies with a client. What they generally mean is that they have to get the buy-in from their top earners before making a significant change. I certainly understand the need to get buy-in from the field before making changes but calling people “leaders” simply because they are top income earners puzzles me. Oftentimes “leaders” occupy positions of influence because they’ve worked hard to build an organization and can train others to do the same, but that is not universally true.  Consequently, we must ask whether the top income earners are truly the best “leaders,” or would stakeholders be better served if they were more critical when identifying “leaders?” It’s an interesting question and there are pros and cons to each approach.

On the positive side, classifying top earners as “leaders” creates a simple and clear goal for the field. Everyone wants something black & white they can shoot for. If the message is “the money is what really matters,” then classifying top earners as leaders makes sense. It sounds superficial, but since many people are attracted to the income possibilities offered by peer-to-peer marketing, it’s logical to provide them examples of those they should emulate to achieve their goals.Read More