Feb. 24, 2022
Topic: Who Is the Essential Field Technician?
Guest: Dan Gordon & Donnie Shelton
In this episode we discuss:
How important technicians are to the success of a pest control company
Can technicians be good salespeople and salespeople be good technicians?
Dan's take on the two ways to make money in pest control
How personality plays a role in whether someone would be a better salesperson or a technician
Donnie's take on technicians as lead generators vs. salespeople
Why Donnie says technicians who are salespeople are like sporks
Donnie's philosophy for requiring technicians to generate 5 leads per week and how to get them to buy in
How important training is in technician development
Why you have to implement regular training, even though it feels like there is never a good time
Triangle's approach to training technicians two times a week
Why Donnie says position agreements are better than job descriptions
How Triangle uses Individual Leadership Plans, an idea Donnie got from Fox Pest Control
How Dan and Donnie use balanced scorecards to run their businesses
How a technician's scorecard and incentives should reflect your company's ideal client experience
Resources mentioned:
PMP Industry Insiders Podcast Episode 63: How to Get Your Techs to Sell
Lead generation software used by Bobby Jenkins' company ABC Home & Commercial Services: LeadNow
PMP Industry Insiders Podcast Episode 21 with Bobby Jenkins
Sample pest control position agreements (PDFs): Branch Technician | Team Lead
Book: Traction | PMP Industry Insiders Podcast Episode 39 with EOS Worldwide Visionary Mark O'Donnell
Book: The E-Myth | PMP Industry Insiders Podcast Episode 54 with E-Myth Author Michael E. Gerber
PCO Bookkeepers article: How to Drive Corporate Performance with a Business Strategy and Scorecards
Book: The Balanced Scorecard: Translating Strategy into Action by Robert S. Kaplan and David P. Norton
Notable: "The person who makes everything happen is your technician. You can liken it to a manufacturing process ... If you want to have a quality product, you have to have quality inputs, and therefore you have to have quality technicians." —Dan Gordon
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