Sales tip: Less stops, more customers

Shane Sutton always wanted to sell tools. He eventually became a Cornwell dealer himself, and after two years he became a Cornwell district manager before returning to his former dealer position.

Armed with the insights he learned as a district manager, Sutton dedicated himself to doing a more thorough job serving fewer customers. Riding with dealers, he learned that maximizing sales and minimizing travel time were important factors in a dealer's profitability.

"I definitely sell to more guys at fewer stops," he said.

Most of his accounts are automotive shops, but he also has some rental equipment stores and construction companies. 

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