In direct selling, change isn’t simply a strategic decision made in a boardroom. It’s something experienced by thousands of independent entrepreneurs whose businesses, confidence and income are tied to the decisions we make as corporate leaders. That’s why I’ve come to believe that the greatest challenge facing our industry isn’t learning how to innovate. It’s learning how to build organizations that can absorb change without losing trust.

If the majority of your revenue is submitted via orders online, then you are an ecommerce company. It’s who you are. But we direct sellers tend to not think that way. We are direct selling companies who use ecommerce. Direct selling is who we are, and ecommerce is something we use. Since direct selling is our identity, we let who we are determine what we do.