From Regular Routes To New Revenue: A Guide For Commercial Tire Sales Leaders

Sales teams often stick with familiar customers instead of exploring new territory. It's natural - they know these accounts and have built relationships. But in commercial tire, each new account can mean significant long-term revenue. Let's look at how to help your team branch out effectively.

The reality today

Most sales managers share a similar story. Their experienced reps fall into comfortable patterns - visiting the same customers at the same times, filling the same orders. Some reps drive past dozens of potential customers daily without stopping. Others spend hours between appointments when nearby prospects could turn into valuable accounts.

One example is a tire dealer whose top rep had worked the same territory for 15 years. The rep knew every customer's birthday and preferred coffee order. But when they checked their mapping tool, they found over 30 fleets within a mile of their regular stops. The rep had never noticed them.

This happens because good reps build strong relationships. They take care of their customers. But focusing only on existing accounts limits growth, especially when current customers cut back on spending. The best opportunities often sit just around the corner, waiting for someone to stop in.

A better way forward

Your sales team can spot and act on opportunities by focusing on:

• See which tires and services fit each customer's needs
• Track inventory levels to push overstocked items
• Match products to customer equipment types

• Find nearby fleets that match your target profile
• Identify growing companies in your area
• Spot customers using competitor products

• Create efficient routes to maximize each trip
• Log quick voice notes after meetings
• Set follow-up reminders that actually work
• Find new leads during schedule gaps

A major tire dealer faced declining purchases across their customer base. Their Business Development Manager knew they needed to find new customers and help their reps win creatively in a tough market.

"Supply chain issues mean we sometimes struggle to get products to customers quickly," the manager shared. "But thanks to our sales tools, our leadership team spots these challenges early and helps reps solve them before they become real problems."

Their approach works because:

• Leaders check daily activity reports first thing each morning
• Sales reps build optimized daily routes
• Teams search for nearby leads when meetings fall through
• Everyone stays updated through quick notifications

The manager added: "We all juggle multiple responsibilities. Having a simple tool that takes almost no time to use makes a huge difference. Our reps can focus on selling instead of paperwork."

Making it work

Give your team simple tools that:

• Show nearby prospects while they're already out
• Make note-taking quick and easy
• Send helpful reminders about follow-ups
• Keep everyone updated automatically

Want to see how other commercial tire dealers help their teams find better opportunities? Let's talk through what works for them.