Your Technician is not your Sales Rep…and vice versa…

Sending quotes from the top of a ladder is not fun

Plus it’s dangerous ☠

Sales reps should know how the sausage is made, but don't keep them in the factory.

Likewise, letting technicians sell can be dangerous to your business if they aren't trained;

Do they understand sales processes, pricing, negotiating and the soft skills of selling?

If you think selling is glorified order-taking, and that anyone can do it...

..that might be why you can't retain quality sales reps 😶

If you have a good sales rep, let them do what they do best…sell!

Let your technicians do what they do best...install and fix stuff!

If you have a tech who can sell, make them a sales engineer and pay them more to do it.

Solid sales engineers can perform site walks, create system designs, build estimates and answer technical questions.

Free your sales team from this work so they can sell more!

Your best sales rep might be one of your techs

If they enjoy it, and can handle the extra work, give them a pathway to do it

Employees should always be given ways to earn more.

But chances are, not all of your techs are your best sales reps

In fact, some of them might down-right hate selling

Requiring them to make sales might push them away

Good managers remove obstacles that keep their staff from doing their best work

It’s your job as the Boss to remove all obstacles from your employees’ paths so they can do the job your hired them for...

And not burden them with work they aren't qualified for.

#trades #business #sales #technicians