Sept. 16, 2021
Topic: How to Supercharge Your Sales Efforts
Guest: Patrick Quigley, president, Sales Training by Design
In this episode we discuss:
How improving your sales efforts depends on the needs of your individual salespeople (it may be improving follow-ups, cross selling, time management or a mindset change)
How a follow-up process is a vital part of the sales method
Patrick's take on whether salespeople are born or made
The metrics he says are the most vital to track for salespeople
His view on technicians who sell vs. an outside salesperson model
The concept of "drop-dead pests"
CSRs vs. call center reps
How to motivate and incentivize salespeople
Nuances of sales contests and compensation structures
Hunters vs. farmers and which is better for residential sales vs. commercial sales
Resources mentioned:
Patrick's article: SERVE: The Key to Upselling or Cross-Selling Pest Management Services
Advice: "It only costs 55 cents to send a letter home saying 'Hey, you're doing a really great job' ... It really doesn't take that much to incentivize people, keep people pumped up and wanting to come back to work." —Patrick Quigley
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