Sales Tip: Take the road less traveled

Feb. 5, 2025
The most important thing as a distributor is the people you see at your stops, not the route you take to get there.

How about taking a look at your weekly or even just your daily route? Driving the exact same route each day and seeing the same buildings can easily make you feel like a postal delivery person. Taking a different route between stops will give a bit of a refreshing change to your scenery, perhaps a new restaurant for lunch, and who knows, you might stumble upon a newly opened shop that would love to see you.

Additionally, take a look at totally changing your daily and weekly routes. If you’ve been calling on the same shop every Monday morning for years it’s sure to feed your "boring Monday syndrome," which is a feeling many people experience at the beginning of the workweek. It's characterized by a lack of motivation, energy, and/or enthusiasm. 

As long as you tell your customers in advance that instead of Monday you will be seeing them on Thursday, I guarantee that it will not hurt your revenue, and the change in pace will help you be a bit more enthusiastic.

About the Author

Alan Sipe | President, Toolbox Sales and Consulting

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.

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