The Question: How many cases do you need to sell each customer, each week to reach your sales goals and make the money you want to make?
To get the Answer: We have a simple “Sales Goal Calculator” that you can download to help you figure out that very number of cases you need to sell each week to each customer in order to help you reach your sales goals. We’ve been using it for over 30 years and it still works great!
Guest Hosts Steve Dahl and Bill Hornung discuss with DSR Dave how you can break down sales goals into bite size pieces to make it easier to manage the number of cases you need to sell each customer, each week. The audio version of the show explains case-by-case, week-by-week on where to start, and how to get there.
Having daily case goals for each customer and monitoring your progress as each day unfolds will guide you to take any action needed to achieve your goals.
How to accomplish this Goal: Now that you’ve used the DSR Sales Goal Calculator to figure how many cases you need to sell each customer, you should build a Complete Inventory List/Order Guide.
With this one basic tool, your complete inventory list, you can set out to double your sales! Yes, that’s right, building this inventory list (from within or from outside of the company system) with EVERYTHING your current customers are purchasing from ANY VENDOR, and I mean everything, can get you on your way to doubling your sales with your current customers!!
Are you wondering why your business is limited to the products you’re currently selling to your current customers? It’s because you have not created the roadmap, the one tool that will help you to build upon what you are already selling them.
Nine out of 10 DSRs who we work with do not have a complete inventory list prepared for every customer they sell, but rather, they rely on the sales history as their order guide. Get this, 9 out of 10 of those DSRs wonder “why” that customer is only buying those products from them and not more…
Most inventory lists that we see while working with DSRs are the ones that your computer system generates from the items that you have already sold to your customers, even the wrong ones, and the products they no longer use. So, when your customer picks up your inventory list/order guide and walks around and writes in what they need to purchase, they only have the items on that list. Duhhhh!
If you keep doing the same thing, you’re going to get the same results.
Your business, for the most part, will be limited to the products on the list you’ve prepared for each of your customers unless one of your competitors is out of something, then they might ask you for it. But that’s a crazy, slow way to BUILD YOUR BUSINESS… waiting for your competitor to fail versus staking claim to those products up front by having them on your inventory list. Heck, they should be buying every product they use from you if you stock it, but they NEED TO KNOW YOU CARRY THOSE PRODUCTS!
This action item seems so basic, but having this kind of inventory list/order guide will make it very clear for which product to sample, quote a price on, do research on, and to talk to the customer about next week when you’re in there.
Take the time today to start building the ultimate, complete inventory guide for every customer you’re currently selling and build on the business and relationships you already have and you will double your sales with those customers!