Any Salesmen Out There?

[davenet]

Salesman or not, everyone needs to watch this video.

http://www.youtube.com/watch?v=cVLAvix-dX0

[sui generis]

Cut out the middle man, we've had enough of the Wall Street practices. Why double the price so you can make your commission and 3x what I do per year, when I know more about the products and practices? Get a real job.

[davenet]

Cut out the middle man, we've had enough of the Wall Street practices. Why double the price so you can make your commission and 3x what I do per year, when I know more about the products and practices? Get a real job.

Uhhhhhh.. are you seriously talking crap? Or just playing around? I think I know quite alot about products and practices.

[sui generis]

Sorry, long day at work. Where I am from, HVAC salesmen don't exist. That is the boss's job. But I did work in Charlotte for a while and salesmen are the norm. One that I worked with was a great guy, made things as easy as possible. I covered his back, he covered mine. The other, not so much. Neither had field experience. I don't see the need in a smaller company (under 15 employees or so). But definitely necessary on a larger scale.

[davenet]

Well, I started in the field after getting an HVAC education from UTI (when they still taught HVAC). I then went into residential sales, retro and new construction, then became a Service Manager. Also did commercial sales, project management, and eventually became a General Manager for a large contractor's satellite office. I took a straight commission residential sales job this year and frankly I am very happy doing it. I work for a larger company now. I could see myself owning my own company at some point and wanting to do the sales myself, simply because I like it and I want people to always be taken care of properly.

[sui generis]

now THAT is what a salesman should be.

[mbike01]

awesome

[hvaclover]

I did a short stint at a very large company. As a tech we got a spiff on new furnace installs.

The other techs had the same opportunity to make fifty bucks a spiff but did not take advantage of the opportunity when they could.

Me and another guy were about the techs providing leads.

Long story short, I took the measurements , advised the HO on what equipment was available, took a deposit and got a contract signed.

Here's what killed me: I went on some call backs after the install.
Here's what I found: 1o00 sq ft house with a 80kbtu 90%.
I think the salesman could use some Man J classes.

Even a short form load calc would have shown the home needed no more than 50kbtu.

[seatonheating]

What's the point of spiffs if you can't close it yourself properly??


I'm against techs making spiffs. If a service technician sells something, he is due the money he earned installing it. Since I'm a nice guy I will always give a bonus for them going above and beyond.


But to have that motivating a technician is cancer to a respectable company.

[hvaclover]

What's the point of spiffs if you can't close it yourself properly??


I'm against techs making spiffs. If a service technician sells something, he is due the money he earned installing it. Since I'm a nice guy I will always give a bonus for them going above and beyond.


But to have that motivating a technician is cancer to a respectable company.

I f I didn't get that spiff I would not have made an attempt make a sale.
They took it away for a short period but their furnace sales tanked.

And there is nothing wrong with offering spiffs. When I came across a furnace over fifteen or twenty years old that needed repair I offered a choice of repair or replacement. If they were more interested in hearing the benefits of a new system I took as much time as I did with my own customers explaining efficiencies and so on..
I closed the order all the salesman did was finalize the furnace they decided on.
I see no problem with a willing tech who recommends a new system over a repair to gas guzzling antique furnace. If the HO wishes to repair instead then that get's done.

There is the possibility of abuse in every business. But if a company does not offer a spiff then he misses out on his bottom line or just does not trust his techs.

Most techs refuse to sell anyway, There are threads on this site a mile long that address this. But a good tech knows his company will grow only if he helps with the bottom line.

A guy who comes to work everyday and puts in his eight hours does not grow a company.
Most techs who have a high furnace sale numbers usually go into business for themselves. Nothing wrong with that, If you sit around and hope the phone will ring you will never make anything on equipment sales. You need at least one good guy in the field who will offer new equipment when necessary.

[beenthere]

What's the point of spiffs if you can't close it yourself properly??


I'm against techs making spiffs. If a service technician sells something, he is due the money he earned installing it. Since I'm a nice guy I will always give a bonus for them going above and beyond.


But to have that motivating a technician is cancer to a respectable company.

When techs don't get a spiff for either selling or turning in the lead for a sale.
Then they tend not to care how many sales the salesmen make. And don't get and turn in leads, or make sales.

Heck. Even the bus boy gets a share of the tips at a restaurant, for keeping the tables clean. Or else the waitresses wouldn't make as much money on their tips.

So are you saying you don't think a service tech is due as much consideration as a bus boy?

[hvaclover]

Been, there are two schools of thought on this issue.

I don't think either side is going to change their minds about it either.


BTW, as usual you hit the nail right on the head. How 'bout donating some of that excess gray matter you have to a worthy cause...ME!:LOL:

[Some Dude]

Funny and true,bean counters ruin the trade for everyone

I know a shop were they have changed the commission three times in three years.

[beenthere]

Been, there are two schools of thought on this issue.

I don't think either side is going to change their minds about it either.


BTW, as usual you hit the nail right on the head. How 'bout donating some of that excess gray matter you have to a worthy cause...ME!:LOL:

LOL... Cause its getting slower as the years go by. :(

[hvaclover]

Yep.

At one time we were wound up tighter than a seven day clock.


Now the spring is running down....that sucks. Life...go figure.

[I_bend_metal]

Funny and true,bean counters ruin the trade for everyone

I know a shop were they have changed the commission three times in three years.

Poor management and lack of a business plan....

Economy tanks and everyone without a plan can't handle it....

I've seen a ton of companies go under in the past few years.....

We have changed nothing in the last 4 years and are seeing great growth.....

Plan your work and work your plan.... :thumb: