Jan. 13, 2022
Topic: How to Get Your Techs to Sell
Guests: Donnie Shelton and Dan Gordon
In this episode we discuss:
How Donnie's first attempt at getting technicians to sell was a failure, causing him to turn over his entire team of techs
Salespeople and technicians typically have different personalities
How Donnie discovered the best way to get techs to sell was to not require them to sell but rather to generate leads
Who inspired Donnie to go this route
Triangle's approach, which includes technical training, incentives and technology
What Triangle's lead-gen system looks like and how it accounts for lead quality
How technician-generated leads compare to inbound digital leads
Why Donnie prefers recurring leads vs. one-time leads
How much Triangle pays technicians for leads
The biggest thing Donnie's learned about implementing goals for technicians
Dan's take on the math behind this concept and how to think about it if you're on the fence
Resources mentioned:
Lead management software: Freshdesk
Advice: "If you have an inside sales team, you may want to test having your techs be lead generators and see where that goes." —Donnie Shelton
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