Natura is boosting sales staff productivity

In Brazil, the Natura beauty retailer is aiming to boost productivity of sales consultants as a top priority. Indeed, the Brazilian firm has a local direct sales force of 1.2 million non-exclusive sales staff operating in Brazil, who are ranked over five levels from “Seed” to “Diamond”, as shown in the chart below. About 50% of Natura’s sales are generated by “Silver”, “Gold” and “Diamond” consultants, who represent as a whole only 25% of the sales staff. According to Cida Franco, Natura’s Huma