Several years ago, we learned that just 3 key factors have a direct impact on your revenue growth: Average Deal Size: The average dollar value of your sales invoices Number of Sales Leads: The total number of sales opportunities available to your equipment and aftermarket salespeople each year Average Win Rate: The ratio of leads […]
What’s the easiest way to increase deal size? The traditional approach to increasing deal size requires: increased sales training, establishing effective sales methodologies and ongoing coaching. Though this approach works, it requires time, and a substantial investment. Our approach is simpler and doesn’t require any of that. We focus on 3 areas: An expanded view […]
3 routine sales activities drive distributor revenue: Deal Size The Number of Leads available to your sales reps Your Win Rate In Step 2 in this series, we discussed Deal Size. Step 3 describes how you can increase the number of leads available to your sales reps. We regularly measure our customer’s walletshare. The highest […]
This step explains a simple technique that you can implement today to increase the average win rate of anyone who sells anything at your distributorship. And when I say anyone, I’m including the people who sell new and used equipment, your aftermarket products and services, operator training, rentals, etc., absolutely anyone who sells or accepts […]
Here is our final step in this series. We’ve shared some impactful information on how to substantially increase your revenue and grow your distributorship with a simple, yet powerful formula. If you want to review what we’ve covered so far, click here. Now that you’ve seen how our exclusive Revenue Growth Formula works, perhaps […]