Take into consideration which shops you're making the most sales at and which you're making the least, and make a plan for how often it makes sense to visit each stop.
Could spending more time at shop “A” generate more sales than driving 20 minutes to shop ”B” where sales are small? Yes, the technician at shop B is a great guy and is fun to talk to but you’re not a commercial visitor; you are out there to sell something. Even cutting back your visits to shop “B” to every three weeks is better than a wasted stop every week.
Alan W. Sipe has spent the last 42 years in the basic hand tool industry including positions as President of KNIPEX Tools North America, Sr. VP Sales and Marketing at Klein Tools, Manager Special Markets at Stanley Tools and sales management at toolbox manufacturer Waterloo Industries. Currently Sipe is the owner of Toolbox Sales and Consulting specializing in sales strategy, structure, development and training. Sipe can be reached at [email protected] or 847-910-1063. Connect with Sipe on LinkedIn.
