Distributor and CPG Sales Growth Programs

Johnny Grow

Revenue Architects for Distribution and Consumer Products Companies

Ready to accelerate revenue growth?

What We Can Achieve Together

Grow the Sales Pipeline by 1.5X

Findings published in the Sales Excellence Report shared Best Practices that grew the pipeline by an average of 1.5 times.

For example, evidence-based best practices to put more qualified leads in the funnel included sales-led lead acquisition techniques such as Account-based Marketing (ABM) and Sales & Marketing alignment.

Increase the Sales Win Rate by 5%

Increasing the sale opportunity win rate by just a few percentage points creates immediate, significant and sustained revenue growth.

Best Practices for this goal include integrating CRM technology with a sales methodology, designing a predictable sales process, applying tools such as opportunity win plans and improving coaching techniques.

Accelerate Revenue Growth by Double Digits

To accelerate sales growth, you can acquire more customers, increase existing customer revenue or alter the pricing model.

There are several best practices for these goals, such as growing Customer Lifetime Value, increasing customer retention, applying price optimization and performing white space mapping.

How to Accelerate Distributor and CPG Sales

Sales improvement recommendations without supporting data are just opinions.

A better approach is to apply evidence-based best practices that are validated by industry research. They include prescriptive guidance, have purpose-built measurement systems and leverage technology automation.

Below are the top 9 sales best practices to achieve the four goals of increasing the pipeline, sales win rate, salesforce quota attainment and company revenue growth.

Sales Best Practices
Sales Best Practices | Source: Sales Excellence Report

In the distribution and CPG industries, sustained revenue growth is not achieved from a single tactic. It's earned from a combination of proven methods. And it's maximized by adopting the right mix of evidence-based best practices that work together and go beyond incremental and temporary results to deliver order of magnitude and lasting sales growth.

A single sales best practice will deliver incremental revenue growth. A collection will deliver exponentially more.

The Johnny Grow Sales Growth Formula is a prescriptive distributor and CPG sales strategy that applies proven and repeatable best practices that define, de-risk and accelerate company growth.

Helping Distribution and CPG Companies Accelerate Sales is Our Business

We help business leaders apply distribution and CPG sales strategy execution, evidence-based best practices and supporting technologies to drive big increases to the pipeline, improve sales conversions, help more sellers exceed their quotas and grow year over year revenue.

Our prescriptive methods, best practices and technology accelerators bring proven techniques to achieve repeatable outcomes. Our purpose-built analytics bring visibility to progress and predictability to forecasted results.

Accelerate Sales Growth with Data Driven Insights

Increasing the sales win rate is one way to accelerate revenue growth.

Sales performance research surfaced insights and best practices that can help Wholesale Distributors and Consumer Packaged Goods companies increase sales conversions. Below are a few examples.

Sales research performed for the Sales Excellence Report found that sellers with optimized sale methodologies achieved an 11% higher sales win rate than those with informal sales methods.

Sales win rates were further elevated when an optimized sale methodology was integrated with a structured sales process and CRM software. These three components created the sales trifecta and increased sales win rates 6% above sale methodologies alone.

The Sales Trifecta

Sale opportunity conversion research revealed that sellers who consistently apply sales win plans achieve 5% higher sales close rates than those who do not. They are also 45 percent more likely to exceed their sales quota.

Sales Win Plan Conversions

Sales coaching research found that active sales coaching delivered significant and sustained performance improvements in the areas of sale opportunity conversions, quota attainment, annual revenue growth and salesperson tenure.

With active coaching, the Best-in-Class salesforces earned 11% higher sales conversion rates, 12% higher quota attainment and 21% annual revenue growth. They also realized 6% less voluntary sales turnover. The data also showed that sales coaching programs earned 78% ROI on the coaching investment.

Sales Coaching Benefits

Distribution and CPG salespeople know what works for them. Sales technology research found that salespeople cited 5 technologies that most helped them achieve their goals.

Top 5 Sales Technologies

Sales business intelligence research found that the top sales producers were 1.8 times more likely to use dynamic sales dashboards and 4 times more likely to use predictive analytics when compared to lower performing peers.

Sales Predictive Analytics

Johnny Grow Sales Growth Signature Services

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Sales Strategies

to Engineer Revenue Acceleration in the Least Time, Cost and Risk

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Accelerate Sales

with Best Practices that Create Transformational Revenue Growth

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Sales Methodology

to Sell Smarter and Increase Sale Opportunity Conversions

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Sales Coaching

for Staff Development and Improved Salesforce Quota Attainment

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Increase Sales Productivity

to Improve Staff Efficiency and Effectivness

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Price Optimization

to Calculate Strategic Prices and Gain Immediate Revenue Uplift

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Salesforce Sales Cloud

to use this Technology for the Most Important and Highest Impact Sales Goals

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Sales Technologies

to Improve Salesperon Productivity and Sales Outcomes

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Artificial Intelligence

for Improved Sales Coaching, Sales Productivity and Sales Outcomes

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Research Findings Show What the Top Sellers Do Differently

Sales Excellence Report
Sales Excellence Report

The Sales Excellence Report ranked the strategies, programs and technologies that delivered the biggest impact to the salesforce's biggest objectives.

This report shows what the top producers (i.e., the top 15 percent) do better and differently than their lower performing peers – and how they do it.

Evidence-based best practices provide prescriptive guidance engineered from the actions of the Best-in-Class to make the most successful sales programs repeatable.

Sales Insights

A 3 Step Sales Growth Framework

Use this proven and repeatable 3-step Sales Growth Framework to shift from incremental to exponential revenue growth.

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Create a Sales Plan for Linear Revenue Growth in 4 Steps

A step-by-step guide that shows how to build a sales plan that delivers transformational revenue growth.

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How to Grow a B2B Sales Pipeline Exponentially

Research findings and 5 best practices show how to grow a B2B sales pipeline exponentially.

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Research shows Sales Win Plans Increase Close Rates by 5%

Research shows that consistent use of Sale Opportunity Win Plans increases Sales Conversions by 5 percent and grows Sales Quota attainment by 10 percent.

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Research Shows What’s Included in a Best-in-Class Sales Plan

What’s in a Best-in-Class Sales Plan? Research findings and the top producers share a step-by-step guide to creating an effective sales plan.

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How to Create Best-in-Class Sales Win Plans

The four essential steps to create sales win plans that increase sale opportunity win rates to Best-in-Class performance levels.

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How to Improve Your Sales Win Rate by Double Digits

Use these 6 sales win rate best practices to improve sales conversions by double digits.

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How to Choose the Best Sales Strategy and Win More Deals

There are four dominant B2B sales strategies. Use this guide to choose the best sales strategy for each type of sale opportunity.

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The 4 Most Powerful Sales Tools

Companies achieve exponential revenue growth when the Sales Plan, Sales Strategy, Sales Process and Sale Methodology are integrated and automated.

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How to Improve Sales Velocity to Step Up Revenue Growth

Here is how to use sales velocity as a powerful lever for quick and precise sales process improvements that drive significant increases in revenue growth.

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Visit the Sales Excellence Insights Hub for more research findings, best practices and helpful technologies