How a Little Box of Cookies is Creating Our Next Generation of Businesswomen

1. Goal Setting

In November and December, each Girl Scouts sets her sales goal in anticipation of cookie sales which begin in January.  Like any good sales person, she not only puts her goals in writing, she shares her goals with others. There are also troop goals that go to support a true team spirit.

2. Developing A Sales Pitch

At meetings Girl Scouts work on their 'sales pitch.' Our troop teaches that you sell what you tell.  If you say cookies are five for $20, you are more likely to sell people holding a $20 bill a few more boxes than you might otherwise.  If you say we take credit and debit, you will find more people use a card. If you say we take donations, you will get a few donations even if your customers don't by a box of cookies.

The girls work on their pitch, speaking out and being confident at booth and door sales.  Think how hard that can be as an adult.  So if you see a Girl Scout and she asks if you want to by cookies at least acknowledge her; asking and speaking up does not come easy to everyone.

3. Being Rewarded

As any good sales person knows, you must have a carrot driving you toward your goal. Girls are rewarded for reaching goals both personally and as a troop.  Gone are the days when 120 boxes would get you a trip to overnight camp.  Now it gets you a keepsake box.  However, there are many levels and each girl can work towards reaching her individual rewards. 

Each Girl Scout troop makes slightly over 50 cents per box and can use that money towards a fun activity such as going on a camping trip. It's not much, but really adds up with all those boxes sold.

4. Evolving to meet Your Customer's Needs

One reason the Girl Scouts have survived is because they are willing to evolve. When going door-to-door was neither as lucrative as in the past, or as safe, Girl Scouts took their cookies to the super market sidewalk.  When families started buying cookies to send overseas, Girl Scouts made it formal and started a well organized Troop-to-Troop campaign.  When people stopped carrying cash, Girl Scouts started taking credit and debit cards. There are even rules around social media and engaging company partners.



There is more to Girl Scouts than just two months of cookie sales each year.  However, it is this process that gives girls a structured learning environment on how to be business professionals.  Maybe it is this learning process that has driven girls to outnumber boys in business school and receive half of all MBAs earned.