Sales teams often fall into a comfortable pattern - visiting the same customers, taking orders, and missing opportunities for growth. In today's challenging market, with labor shortages and supply chain pressures, finding new business is essential.
Nick Palazzo, Sales Manager at Thos. Somerville, understands this challenge. "Sometimes our guys take their relationships for granted and don't go out of their way to promote new products," he notes.
Most sales teams face three main roadblocks when pursuing new business. First, reps spend too much time on admin work instead of finding new customers. Second, they stick to familiar routes and accounts, creating territory blindness. Third, new leads slip through the cracks without proper tracking.
Thos. Somerville found success using Voze to help their sales team find and win new business. Here's how it works:
When appointments cancel or schedules open up, sales reps can quickly find new prospects nearby. The mapping tool shows potential customers filtered by industry - like commercial contractors or building management companies.
"It's been a big help for us to make the most of our time and find new business that we didn't know existed before," says Palazzo.
Today's distributors face labor shortages limiting growth, supply chain disruptions, increasing direct-to-customer competition, and changing customer demands. Smart distributors use these challenges to stand out. By staying organized and proactive in finding new business, they turn market pressures into opportunities.
The system works because it's straightforward. Managers set clear targets for new business, track team activity and results, coach reps based on real data, and identify winning patterns. Sales reps find new leads while on the road, plan efficient routes, track follow-ups automatically, and share updates quickly.
Thos. Somerville's team uses this approach to find new deals in their territories, make productive use of canceled appointments, gain business in a challenging market, stay on top of customer needs, and track product promotions.
"Our guys have been using it religiously to find new deals," Palazzo says. By keeping things simple and focused on results, Thos. Somerville helps their team spend less time on paperwork and more time building valuable relationships.
In today's market, HVAC and plumbing distributors need every advantage to grow. The right approach - backed by simple, useful tools - helps sales teams find and win new business while strengthening existing relationships.
Andrew Johnson : Jan 15, 2025 3:28:17 PM
Sales teams often stick with familiar customers instead of exploring new territory. It's natural - they know these accounts and have built...
Andrew Johnson : Jan 24, 2025 2:17:22 PM
The rising costs of fleet operations hit your bottom line hard. When your sales reps spend too much time behind the wheel instead of in front of...
Andrew Johnson : Dec 20, 2024 3:36:43 PM
How well do your truck parts sales reps do at finding and reaching out to new prospects in their territories? If you're like most parts managers,...
