In our wonderful industry of part-time people sharing amazing products, we have learned that the war is won or lost on the battlefield of retention. Growth depends mostly on retention. So why do we lose so many people, especially in their first 90 days? Analyzing compensation plans and their data, we learn priceless lessons about growth. The answer for almost all companies is simple.

Behavior science teaches this timeless and straightforward principle: if it is not worth it, they won’t do it. This is why growing companies invest aggressively in rewarding newer field members for customer acquisition and retention, and in teaching others to do the same. Many new clients ask us: How much do we need to pay to make it worth it?

There actually is a general formula: for the time they spend on the business, multiply the minimum hourly wage by 2.5 times.

No, we do not pay them for their time. But they spend time and earn commissions. For them, it’s always a time issue. Is it worth it? If not, they spend their time elsewhere.