Leadership is more than a title - it’s the daily practice of unlocking human potential. In this episode of the Sales Leader Secrets podcast, Amanda Downs invites direct sales industry veteran Babette Ogden for an illuminating conversation about leadership, transformation, and the unique dynamics of direct selling.
Why People always Come First
Babette’s journey is as rich as it is inspiring. From her early days selling for Avon in South Africa, where security concerns meant she had to get creative with “party plan” selling rather than traditional door-to-door approaches, to launching new brands in the UK and growing consultant bases into the thousands, Babette has remained steadfast in one belief: it’s all about the people.
She explains that whether you’re leading in a family, a small village, or a sprawling organisation, leadership skills are always at play. In direct sales, the traditional command-and-control model simply doesn’t work. Babette points out that, “everyone you’re working with is effectively self-employed.” So Leaders must earn trust, inspire confidence, and nurture growth through encouragement and support, never through threats or rigid authority.
Balancing Digital and Human Connection
Babette is passionate about helping others see what they don’t yet see in themselves. Her approach focuses on developing relationships and building confidence incrementally. “You can see the potential in people long before they can see it in themselves,” she says. By giving team members small opportunities like sharing their client approach at a meeting, she helps them overcome fears and recognise their leadership abilities.
The changes in the industry fascinate her, especially the increasing role of social media and virtual platforms. While face-to-face “party plan” selling is now rare, and online engagement has opened up new avenues for building teams and reaching customers, Babette still values personal connection. She balances her online leadership with long drives across the country to meet consultants in person, believing that nothing replaces real, human interaction.
Unlocking Hidden Potential
Babette is candid about the challenges, too. With all team members being their own boss, every consultant’s journey is different. For some, it’s a full-time career, while for others, it’s a side hustle offering valuable flexibility which is especially appealing to women juggling various commitments.
She shares how the greatest successes in her career have come from helping others rise, from the consultant who builds newfound confidence and financial independence, to the entire brand rebranding initiative that put The 1:1 Diet firmly in the public eye. For Babette, these moments are what get her out of bed every morning.
Wisdom for Aspiring Leaders
Her advice to aspiring leaders? “Be brave. Believe in yourself and your values. Opportunities don’t present themselves unless you’re ready.” And her top sales leadership tip? Always look for potential in others and never underestimate the transformative power of authentic support.
In a world that’s ever-changing, Babette’s story is a testament to the enduring power of people-first leadership. Her journey in direct sales is a masterclass in spotting, nurturing, and unlocking hidden potential one relationship at a time.