Topic: Get the Most Out of a Selling Technician
Guest: Patrick Quigley, president of Sales Training by Design
In this episode we discuss:
PMP Industry Insiders Peer Groups
Types of technicians and how they're different
"Drop-dead pests" and the role they can play for selling technicians
What to do if you only sell over the phone
How a selling technician differs from a regular selling role
How much to pay selling technicians
What to call this position
How to identify who would make a good selling technician (personality, personality, personality)
Pay structures for selling technicians based on "what if scenarios"
How incentives can affect selling technicians' performance
Why you need a training process and where to start
Notable: "From a commission perspective... I wouldn't pay anything less than what you'd pay the lowest tiered salesperson." —Patrick Quigley
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