Never undercut your sales force
When the Internet became an integral part of business, Mary Kay had to change with the times.
One thing I really like that she did was to not get her sales force in an uproar when making the changes.
What had tended to happen among a number of companies is they'd put up corporate Web sites that locked out profits for their marketers. Instead of creating a website that directed customers to where the people locally lived, they simply sold direct
over the website, cutting out their people. It hasn't went well for most of them that did that.
Mary Kay would have none of that. Customers aren't able to buy direct on the Mary Kay Website, they are rather directed to their local distributor where they are given the sales.
Once the customer is directed to their personal consultant, they can order products or call for any advice they may need.
I've never understood the many number of businesses I've seen do the opposite, thinking they're helping the company by getting more direct sales, rather than giving the sales to their people and building even more good will.
To me we should never do things to undercut our sales force. They're the lifeblood of moving our products or services. In the long run we'll pay for it. Mary Kay has never had that problem.
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