5 Easy Steps to Reach Your Sales & Income Goals
What if hitting your income goal wasn’t complicated — just intentional?
In this DSR Live episode, DSR Dave breaks down the exact system he’s used personally — and taught to hundreds of DSRs — to consistently hit sales and income goals. No fluff. No theory. Just a simple, repeatable process that starts with how much money you want to make and works backward into daily selling actions.
This episode is all about selling more to the customers you already have, using better focus, better data, and better product alignment with what your company does best.
Episode Overview
Most sales plans skip the most important question:
“How much money do I actually want to make?”
DSR Dave flips the script by starting with income first, then translating that goal into:
- cases per customer
- daily selling targets
- smarter product choices
- stronger customer relationships
When you align your customer list, inventory, and product focus, the math gets simple — and the results follow.
DSR Dave’s 5 Easy Steps
1️⃣ Start With Your Income Goal
- Decide exactly how much money you want to make (example: $100,000).
- Calculate your average commission per case:
- Commission dollars ÷ total cases sold
- This becomes the foundation for everything else.
2️⃣ Rank Your Customers by Case Volume
- List only active buying customers (no prospects yet).
- Rank them from largest to smallest based on cases sold, not margin or profit.
- This shows you where to focus first — your biggest opportunities are already buying from you.
3️⃣ Build Inventory-Based Order Guides
- Start with your largest customer.
- Get a complete inventory list — think “insurance inventory after a fire.”
- Turn that inventory into a working order guide.
- You don’t need to do all customers at once — progress beats perfection.
4️⃣ Get Your Company’s Top 200 Items
- Ask for a list of your company’s Top 200 items by case volume, sorted highest to lowest.
- Remove proprietary or restricted items.
- These are the products your company:
- is best at
- stocks most reliably
- makes better margin on
- already wins in your market
Know them. Learn them. Sell them.
5️⃣ Build Your Personal Top 200 List
- Pull everything you’ve sold in the last 12 months, sorted by case volume.
- Compare your Top 200 to the company’s Top 200.
- Work the gap:
- What are they great at that you’re not selling yet?
- Where can you shift business for better margins and better fill rates?
The Goal: Simple Daily Selling Targets
Once all five steps come together:
- You know your income gap
- You know how many more cases you need
- You know which customers to work on first
- You know which products to lead with
Instead of “selling everything,” you’re selling the right products to the right customers — on purpose.
Final Message from DSR Dave
- You don’t need more accounts.
- You don’t need more chaos.
- You need focus.
- Start with your income goal.
- Work your best customers first.
- Use inventory, data, and proven products.
Be a Resource and SELL SOMETHING!