Our first product line, Caboodles generated $50 million (wholesale) in sales in the first 3 years.
Our next product line, Sassaby, generated $15 million (wholesale) in sales in the first 6 months.
We obtained distribution in 30,000 retail stores in the USA with additional volume sold in Canada, France, England, Mexico and various other countries.
I hired 10 independent rep companies - comprising of over 100 individual sales representative who collectively covered 50 states..
This meant that I spent 300 days a year flying across the country – for 10 years calling on 138 buyers a year.
Selling was one of my strengths. I used to say "Leonie is my name - and volume is my Game"
I loved selling to the mass market industry - this industry is where I am the most comfortable - however, selling is selling.... and here are some of the traits I learned along the way.
10 traits of a SUCCESSFUL salesperson:
1. Always prepared.
Make sure all sales material are current.
Buyer/Account background researched
Product samples – checked
Promotional Materials current
Correct number of Presentation packages for attendees.
2. Has Scheduled a Pre Arranged Meeting Room
Getting a buyer out of his office and into a mutual meeting
area creates a more effective buying atmosphere
This also enables the salesperson/s to set up the room
prior to the meeting –which, in turn, allows more
time for the actual presentation.
3. Knows that Sell-in – does not mean Sell-through
Has a strong marketing plan to reach the end consumer.
4. Does not “crowd” the buyer during a presentation.
Do not sit next to or directly across from a buyer
Allow extra space - no one wants a salesperson in their face.
5. Only asks a buyer a question when he knows he will get a positive answer
Always give the buyer a choice – when asking a question
Until you know that the answer is going to be a positive one.
6. A good communicator - Tells “a story”
Facts tell and Stories Sell
7. Always ASKS FOR THE SALE
Never leave a presentation without asking for the order
You would be amazed how many Salespeople don’t actually ask for the order.
For the large accounts, of course, you will not get a written order..(until 30 days before the ship date) but a verbal confirmation of quantities and ship dates is sufficient.
8. Follows up after the meeting with a detailed call report –
This is for the salesperson’s eyes only. (preparation for future meetings)
I used to write every single discussion point along with information about
the buyer and the account. It is amazing how few salespeople write up
call reports.. It is impossible to remember every detail of a prior call if you don't have
documentation to refer to.
9. Documents the outcome of every meeting:
1. With a “confirmation” email to the buyer (or rep) outlining points discussed and
agreed upon during the meeting
2. Updates the spread sheet that lists EVERY account that could possible purchase
Spread Sheet includes:
# of Stores & locations
# of warehouses & locations
Meeting dates -
Planogram set dates
How much space is dedicated to his type of product
$ projected sales
(The spread sheet gives you a running total of sales, projected sales, promotional opportunities, and planogram opportunities for ALL accounts - in a single glance?
10. Always respects the buyer and the independent representative
- they are the experts in their industry –
For detailed information on
Where to find your sales reps?
What are you looking for on a Sales rep?
How much do you pay a sales rep?
Making a presentation
Your Sales Pitch
Going on the Road Show
and much more..
Follow the Blueprint – “The Caboodles Blueprint”
Causes Leonie Mateer Supports
St Judes Children's Research Foundation
Conservation international Foundation
Breast Cancer Research Foundation