Most salespeople understand that they need to get on the phone, yet days, months, even years go by (yes, years!) without them followinSuccessful direct selling companies have many things in common. They all have the ability to cultivate loyal customers, create effective sales programs that are appealing to the most people, and offer a mutually beneficial business opportunity to help enterprising entrepreneurs.

Jennifer was in her mid-30s and had a lot going for her. She was smart, with a good education and with what she thought was a promising future as a midlevel manager with her company. Then everything started to go wrong. Despite 10 years of hard work, long hours and lost weekends working at her firm, she was unceremoniously let go when the economic downturn began a year ago.

When it kicks on, you can tell. Before, there is only silence. Silver rollers lay dormant. Boxes sit frozen on a long blue track. Computers blink as the circuitry stays in a holding pattern. Products remain tucked together on racks of pallets. There’s a hush over the 20,000 square feet of smooth concrete where USANA’s new shipping line lies in waiting—primed, ready.

In the first part of this series, we described the various ways your company, your salesforce and your good will can be at risk on the Internet.

Engagement with social media is becoming a critical factor in a company’s growth and sustainability. Our next generation of consultants and sales leaders finds communicating online more natural than speaking on the telephone.

The goal of leadership is to produce superior results on purpose, making leadership a results contest.