How to increase your sales without increasing your sales force? Growing revenue does not have to be a difficult or time-consuming task. In talking to our clients, we came across some strategies to streamline the sales process.
Click here to read 4 Tips to Help Increase Sales During a Tough Time - Part 1.
Here are the last two of four strategies that will increase your route sales:
Incentivize Your Sales Reps
How to increase your sales without increasing your sales force? When Sam Walton started Walmart, he would offer every store manager equity in the business and profit share tied to his store's success. Like Walton, we suggest that you give your route sales reps a recurring piece of each new business that they bring to the table. Beyond everything else, this will instill a sense of pride in your sales reps and make them feel like an integral part of the business.
Find Products That Don’t Sell & Kill Them
On a regular basis, you should invest time analyzing your gross profit per product. In most instances, the hottest selling products do not generate the largest profit for your company. Utilizing your accounting system's reporting to take into account item sales vs. costs + credits will give you the insight needed. This reporting will often reveal at least one high-selling product that does not actually make any money and wastes most of your time. Do not be afraid to kill your high grossing-no profit products, and concentrate on pushing the 20% of the product that generates 80% of your profit.
To increase route sales, you need to concentrate on mastering the fundamentals of distribution. Doing this will dramatically increase team morale and cash flow as a result. The four tips that we have shared in this article are the essential steps to route sales success. Do not put the cart before the horse with expensive systems and difficult procedures. Rather, put in place and test each one of these strategies with effort and care to get extensive results that will reflect in your bank account.
Please take a look at Solid Route Accounting™, we can help. You’ll be happy you did.
Solid Route Accounting™ takes care of your business so you can take care of your customers.