"I saw real character in the people of Tom James. I was looking for a place with people of high integrity and good character, and Tom James has that."

Justin Thomas
Charlotte, NC

"Tom James fits my lifestyle. It allows me to do all the things that I've ever wanted in a career. I can be a mom; I can be a manager; I can be a leader; I can be a friend. I'm happier than I've ever been in my life."

Kimberly Castilla
San Antonio, TX

"People in Tom James are here for a career, not just a job. By being part of this company, I feel like I've become a better person. I'm part of a team, not just a member."

Jennifer Kautzky
Seattle, WA

"I wake up every morning and love going to work! I sell clothing, but more than that I build relationships with people. I absolutely love what I do."

Amanda Latimer
Washington, DC

$100,000 income by the numbers

3,600

PROSPECTS

1,680

SELLING APPOINTMENTS

3,000

"NO'S"

100%

PRIDE

Success at Tom James requires certain mentalities. If the following statements are true for you, you have the thinking and attitudes necessary to achieve great results. These are quotes and statements from our most successful new partners:

  • “I understood that the work to build a successful business was going to take a certain amount of time no matter what, and my only choice was whether I wanted to do it fast and get it over with, or take it slow. I felt I wanted to invest my time early on to get there faster so I could enjoy the benefits of what I built more quickly.”
  • “Everything I like about myself or my life has come from a period of intense challenges and hard work. I’ve learned not to run from these things, but instead to get excited about where they’ll take me.”
  • “When I became serious about doing what I say I am going to do is when things started to click. That is when things started working.”
  • “If there’s anything that has helped me succeed, it’s that I won’t let myself get beat. There’s a difference between failing and getting beat. I failed a lot of days, but I just knew to get up and try again and eventually, you get up enough times and you’ll figure anything out.”
  • “I like to play hard, and I know to have balance that means I need to work hard. People talk about work-life balance a lot and I think the way they’re out of balance is they don’t actually put 100% in when they’re working, but they do make sure to give 100% when they’re playing. Balance goes both ways.”
  • “It’s direct sales. In any sales opportunity, you succeed by making more calls than the others are, and working on your skill sets a little each day. That’s it. It’s simple. Not easy, but simple.”
  • “I succeeded because I made a decision not to give up till I did. This allowed me to ask, ‘How can I improve?’ when things didn’t go my way instead of asking, ‘What should I do?’. I’ve seen a lot of people get stuck and confused by constantly asking themselves what they should be doing instead of trying to figure out how to do the basics a little better.”

Over 51 years of hiring and training direct sales professionals, we have developed extremely clear principles and practices for achieving success. We offer our people a roadmap that is very clear, and provide world class training on how to execute each phase of our sales process. From an activity standpoint, here is what it looks like:

Training

New partners train for two months prior to beginning their selling career. We know exactly what needs to be accomplished during this time period in order to set up for success:

  • Develop a sales pipeline of over 1000 quality prospects using a variety of resources, about 50 prospects daily.
  • Master the sales presentation, basic measuring and how to write up an order (guides and training provided)
  • Set 40+ appointments for the first selling month
  • Sell 10 prospects during training (real-world experience, assisted by experienced sales leaders)
  • Witness 20-30 new prospect presentations and 80+ selling situations overall

New partners who complete these objectives, many of which are done in partnership with their training team, perform exceptionally well from month 1. Not only does Tom James invest in two sales schools to train new partners on key skill sets, but we also invest in one full week of leadership training to the leaders who are responsible for overseeing the execution of these items. Our overall training investment per new partner is $48,000! We take training very, very seriously and expect our new partners to bring a similar mentality to the table.

Since 2012, we have had a 43% increase in training results for our new partners, breaking multiple all-time company records in the process.

Selling

Once a new partner is out of training and begins selling, the success habits are as follows:

  • Set 5-7 selling appointments daily (approx. 1 every 1.5 hours)
  • Continue identifying 15 quality prospects daily and adding to sales pipeline
  • Give excellent customer service
  • Ask for referrals at every opportunity
  • Work on 2-3 specific skills per week with leader or performance coach
  • Set goals and review them daily

As simple as it sounds, new partners who do these things with regularity find their way to success.

The Customers

From the customer’s perspective, our job is to understand what they do, where they go, who they meet with, what their image is, what they have, what their preferences are, and how they like their clothes to fit. In other words, our customers’ basic expectation is that we know them well, which enables us to simplify their life by proactively building a wardrobe that matches their lifestyle.

Thus, we become great listeners, trusted advisors, and service-minded professionals. There are many Tom James sales professionals who earn over $200,000 annually and have a net worth over $1,000,000, but when we’re working with our customers we’re their “humble tailor”.

Common Challenges

There are some common challenges that every Tom James Sales Professional encounters on the road to success:

  • Objections/Rejection: We get told ’no’ a lot. That’s true in every sales industry. To succeed, you’ll need to be able or willing to learn to focus on the ‘yes’ you want, not the ‘no’ you got.
  • Cancellations/Reschedules: Before we have a relationship with our customers, they don’t always respect our time. Plus, our prospect pool is busier than the average individual. Thus, having the adaptability to work a “plan B” each day when the schedule doesn’t go as planned is an essential success factor.
  • Mistakes: We work hard to minimize them, but they’re going to happen! Mistakes don’t end customer relationships usually so long as we handle them right. That means taking accountability, apologizing, and making it right. It takes courage and emotional maturity to do these things, but when we do, mistakes are just temporary setbacks that we can learn from.
  • Habits and Consistency: The habits, structure and consistency at Tom James will lead to success, but you have to be willing to let them work for you. In the first year, strict adherence to our “success schedule” is a must!

Support

Our customers #1 desire is to work with a single person they know and trust, who handles all of their clothing needs, so we take supporting and retaining our sales professionals seriously. We are at the opposite end of the spectrum from companies that simply hire people to see if they can make it.

There are several distinct ways we support our people:

  • Pay Plan: We provide each new partner with a pay plan that offers a safety net that slowly graduates the individual to 100% commission over the course of their first 24 months. This allows you to balance your long-term business building efforts with short-term financial security.
  • Training: Every new partner attends two sales schools. The first is their very first week with Tom James, and during this time we explain and teach all of the activities necessary to complete the training period correctly. Then, we provide an advanced sales school to cover more in-depth topics in order to finish preparing you for serving customers. Even after the first two months, we invest in having our experienced sales trainers in your office take time away from their business to go out and help you sell a certain number of days each month for your first 3 months. Overall, our training program covers the first 5 months of every new partner’s career.
  • Coaching: Perhaps no other program reflects our culture more than our Performance Coaching Program. 40 professionally trained, high-performing sales coaches across the company make themselves available for 8 weeks of weekly calls to any Tom James partner who is looking for a breakthrough in their personal business. It’s part of our culture of building people that those who achieve success begin to give back to others, so there is always complete access to quality advice and support for anyone who wants it.

"I saw real character in the people of Tom James. I was looking for a place with people of high integrity and good character, and Tom James has that."

Justin Thomas
Charlotte, NC

"Tom James fits my lifestyle. It allows me to do all the things that I've ever wanted in a career. I can be a mom; I can be a manager; I can be a leader; I can be a friend. I'm happier than I've ever been in my life."

Kimberly Castilla
San Antonio, TX

"People in Tom James are here for a career, not just a job. By being part of this company, I feel like I've become a better person. I'm part of a team, not just a member."

Jennifer Kautzky
Seattle, WA

"I wake up every morning and love going to work! I sell clothing, but more than that I build relationships with people. I absolutely love what I do."

Amanda Latimer
Washington, DC