The pandemic has affected everybody – how and where we go, what we spend money on, what we discuss with friends and relatives. All those things hurt Direct Sales and forced to search for new ways to sell, collaborate and expand the team.
To help you deal with this challenge – in this article, we shared proven tools Avon, Oriflame, and Faberlic top leaders use to embrace the new realities.


Alexey Sevruk, Senior President, leader for the 150,000+ members in 7 countries @ Oriflame

Our team has been operating online for 8 years. In the last 4-5 years, we train moms on maternity leave, business owners, bloggers, freelancers, and employed people to discover the benefits of joining us.
In times of crisis, salaries get decreased and people start looking for new sources of income. For newcomers, we provide a tight support system and training on how to master remote work. Previously, we used websites for onboarding but now we replaced them with guidance in messengers.

The return of leaders and the invitation of new people via the Internet is the strongest method of scaling.

We focus on training negotiation skills, on how to build relationships with customers and find new team members. The most important skill to develop in the next 4-5 months is time management. Otherwise, you'll give people freedom but they won't know how to use it. Children of extremely rich people are a good example.
Business is like sport. Great athletes rely on self-discipline. In our business self-discipline is a key to financial success, too. That's why we teach people how to obtain and keep a long-term motivation and out themself in the driver's seat of their life.


Natalia Donskikh, multi-time TOP #1 among regional managers @ Avon Russia

Retail is going online. It has created very strong competition for direct sales. Some retailers discount even more than wholesale. As a response, we launched big discounts (up to -80%) and gifts with new orders.
There are difficulties with delivery today, as post offices and shopping centers are closed and people cannot get their orders. To help my team with setting up home delivery, I contacted couriers, whether they have permissions and instructions on how to proceed.

Every day I send message templates to the entire territory because wrong messaging can cause the client loss.

The situation has a positive effect on the new leaders' influx. The first week brought a +13% increase in the number of newcomers.
That's why I invest in training for recruiting online using a weekly plan - a week to instruct the field, a week to train the team, a week to build delivery.


Alex Samoylenko, Vice President @ Faberlic

Most of the leaders who worked online have increased their sales. The leaders who combined both online and offline methods easily moved the rest of their customers online.
People freed up time, they became more interested in development. For them, Faberlic launched a set of educational courses using a subscription-based model.
Some sellers take advantage of the negative news cycle to push emotional purchases. I act in the opposite way - focus on financial well-being, build relationships only on the positive, in the long.

Convince your leaders that they should work hard now, otherwise they will leave to rest with everyone.

Quarantine looks similar to the after-New-Year period, but this is a huge mistake. People keep on buying. I try to convince my team that they shouldn't pause their business.
The common problem with direct sales is that people focus on selling instead of building a network. You can't compete with retail players in order to bring the lowest price.
That's why our goal is to teach how to build a business, provide an opportunity to save money, which will create more reliable relationships and a larger check later.


Larisa Vizgalova, Diamond Leader @ AVON

In the face of uncertainty, consumers began to panic and avoid communication with salespeople. That fact led to a panic among the leaders. They fell into alarm, slowed down, and a week was missed.
Therefore, my top priority was to calm down my team: reduce their fear and bring them back to life. I started with relatives and friends to develop that skill. At first, even my brother did not want to listen!

The sooner we introduce innovations, the faster we'll catch up.

Now the team is back in business – chatting and supporting their mates. The whole team started engaging in training and development. To boost team morale, I capture videos about what lifts me up.
Although we all are going online, we must maintain personal contact. The quality of conversations is crucial to get recurrent sales!


Alexander Polikhun, TOP 20 leader @ Oriflame Ukraine

The average check has decreased but the number of buyers – increased. The need for cosmetics and hygiene products hasn't disappeared while the number of distribution channels has decreased.

I think it's a great opportunity for us. My team is seeing a large influx of promising newcomers. Many of them left the business years ago but now decide to return and learn how to work online.
There are a lot of requests now and CRM tools help to prioritize. They are even more relevant today than 10 years ago.

Today it’s a kind of sowing season: people who come now, in difficult times are more conscious and stay for the long term.

Oriflame has actively responded to this – we held online training and motivational events from Monday to Saturday.
Since the quarantine had begun, every city resident freed up 1-1.5 hours, which previously were spent to come to the office. It's also easier to reach customers now – they answer at almost any time.


Alla Filatova, TOP 10 business partner @ AVON Russia

Most representatives placed their orders before quarantine, so, we don't face any noticeable decline. Perhaps the recession will happen closer to summer.
We launched incentives, opened home delivery in 34 more cities and halved its price. People remain active: they place orders, take gifts, and receive bonuses. The hygiene products inevitably run out for everyone, so people make their orders to renew.

We continue prospecting, working on new ways of recruiting and training the team.

What can we do at home during the self-isolation? There is a tone of options: craft masks, read, learn and develop yourself. There is a lot of work for me too: recording video reviews, developing new recruiting methods and actively implementing them while training my team! No time to relax!


Tatyana Eremeeva, Director @ Faberlic Russia

The crisis is not only a shock, but it's also an opportunity! I passed through the 1998 and 2008 crises and they made me stronger than before.
When my team's results began stagnating a year ago, I bought a complex training and moved my business online.

At first, I used mass-liking and mass-following, but it didn’t work. Now I write Instagram posts that bring value.

During the pandemic, Faberlic kept the sales level due to producing essential goods with stable demand. We also expanded our product lineup with disinfectants - the first batch sold out in 20 minutes!
Now we have arranged home delivery, the service is especially in demand among older people.


Elena Gorshenina, one of the TOP talents among the regional managers @ Avon Russia

People are scared and do chaotic actions. Especially those who have mortgages. My purpose is to prevent my salespeople run out of money. When the salesperson's first attempt meets positive feedback, she gains motivation for the second and third attempts.
Today it's easy to lose a customer. Tomorrow it will be almost impossible to return. The client who doesn't make an order will forget about you sooner than you suppose.

Maintaining relationships takes time and patience, but it’s a guarantee of your future.

We expect that virus-related issues will remain until September. A lot of people are going to lose their work and consider joining Avon.
It's important to provide them with ready-to-run tools - websites, funnels, targeting tools, training in order to let them get a profit as soon as possible.


4 key actions to increase sales from Oleg Volodin - co-founder of Cotano

Based on conversations with top leaders and the data gained from 10,000+ sellers who use Cotano app, we found 4 key actions that drive sales growth, even in the face of uncertainty:

    integrate tools and adopt the processes right now - people are ready to learn and change their habits. We see this by tracking how quickly new users discover Cotano and how their activity grows every day (time in-app grew up 2x more; some users use Cotano 60 mins every day).
    use personalization in every contact with the client - stats confirm that sending personalized messages encourages customers to make a purchase and avoids customer loss.
    keep your focus on recruiting - today a lot of people have lost their jobs or are looking for additional sources of income. Every interviewed leader is facing at least a 10% growth in recruiting.
    remind customers to place the next order - people keep on buying necessary goods but become price-sensitive. Therefore, to avoid your customers being intercepted & lost - don't wait for a client to call you, initiate conversations by yourself, offer a bonus/gift/discount/limited offer and "to the door" delivery.

P.S. If you'd like to learn more ideas that might work specifically for your company - we are happy to share our experiences with you. Click here to book a 15-min call with us.