top of page

Episode 50

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:

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

Like what you heard?

Rate and review us on Apple.

Tell a friend in the industry.

Subscribe on

Apple Music


bottom of page