For Gloria Mayfield Banks, failure was never an option. Banks was introduced to the business world through special college courses in high school and was later accepted into Harvard Business School, where she eventually became associate director of admissions.

Twenty years ago this month, she started selling Mary Kay, eventually leaving her safe job at her alma mater to sell cosmetics full time. What made you choose Mary Kay? I was very clear about what I wanted from the business: At the time I was working in the computer industry with an hour workweek.

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It was very stressful, and I was going through a divorce from an abusive man. Mary Kay not only offered good additional income, but also a good environment filled with strong, successful women. Was it difficult for you to leave your Harvard career?

What made things difficult were the reactions from my Harvard peers and family. They were very judgmental, thinking I should be doing something better with my Harvard business degree. Once I was working at Mary Kay full time, I worked hard to move up and worked on building my confidence. I became very focused on my goals, and when people started questioning me, I never defended my decision.

I remembered how I had dealt with my dyslexia and how people told me I would never do certain things. I set goals, stayed focused and learned to do everything, even with my disability. Are you celebrating Black History Month?

I will be working at as many black history events as possible to celebrate. I have the opportunities I have because of those celebrated during this month. Did you ever think you would become a multimillionaire from your Mary Kay business?

I mastered the Mary Kay marketing plan and made the decision to blow it up! I did this by setting big short-term goals that helped me move up quickly.

I feel success lies in having goals vs. When I set a goal, I became very strategic about reaching it, which included constantly surrounding myself with people I can sell product to or bring into the business.

The more I did this, the more skilled I became at overcoming objections. All these things contributed to my financial success in this business. How else did you achieve your goals? Small goals are reached by being consistent. I started this business setting achievable goals and worked from there.

Then I calculated what I needed to make to become a director. To be successful in direct selling you cannot have unrealistic expectations. I made daily and monthly to-do lists — and made sure daily that I completed them. How did you balance your business and your family life?

I believe in paying for good help. My husband and I got good help with our children and good secretarial help to balance our business and maintain a good life for our four kids [all now in their 20s]. What is the most remarkable thing you have done to increase business?

To name a few: We did it 11 times. I grew my team with independent beauty consultants in one month; the average per unit is under And I had six women in my area become independent national sales directors in 18 months.

Nothing close to that has been done in 45 years. Mary Kay has been around for decades. Who is your hero? I was a single parent for seven years after my divorce, but then I met my current husband and now have an amazing love relationship I did not think was possible.

My husband, Ken Banks, president and CEO of Banks Contracting, is my biggest hero. He grew up in the projects and became a very successful entrepreneur and multimillionaire.

He is well-respected in the business community, and I watch very closely the way he works and how he uses focus, time and people management. He is my visionary leader. It is much more powerful to do that and then fix whatever happens as a result than to do what most people do — think and do nothing.

And that is exactly what I did. How do you motivate the women who work under you?

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By being a good example. I always tell them to live it out loud, meaning your business. I stay sharp and energetic and pass this along to them. I also allow them into my world. And I not only tell them how things can be done, but I also show them as well. Gloria Mayfield Banks — Executive National Sales Director, Mary Kay May 20, PINK Lists Off Why would a Harvard Business School grad quit a great job to sell Mary Kay cosmetics out of her home?

Her reasons may surprise you. By Nicole Winslow For Gloria Mayfield Banks, failure was never an option. Tweet this article Share on Facebook Pin on Pinterest. Summer Is Not Quite Here Yet, But Holiday Marketing Is! The Business of the Big Apple: Should You Consider Furnished Office Space in NYC?

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