FACT: A year ago, only 45% of distributors reported increased annual profits, SOI data shows.

CHALLENGE: Improve your firm’s bottom line by markedly increasing sales.

1. Psych yourself up with inspirational quotes and positive self-talk. “It helps people who are average in sales become good, and people who are good become great,” says Gary Michels, a sales trainer at Southwestern Consulting. Use phrases like “every no gets me closer to a yes,” and “I finish strong because I work the numbers,” Michels says.

2. Spend more time qualifying prospects. Make sure you’re not pitching ideas to people who aren’t authorized to buy.

3. Set specific daily, weekly and monthly revenue goals. Reward yourself – and your team – when you achieve them.

4. Don’t let email and administrative tasks bog you down. Focus your day around selling.

5. Know products and trends. Study up so you understand sizing, colors and what’s hot for certain demographics.