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Replies:
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| Schock Therapy
 |  "Re(1):Service Work"
, posted Fri 24 Oct 17:18  
For starters, use sales people who come from the trade! Nothing bugs me more than a car salesman selling hvac service contracts. They know nothing about the product they are selling, and are completely lost with the first technical question. I worked for a company that believed "a good salesman can sell anything". They picked up a car salesman, a cell phone salesman among others. It was a disaster, and the guys in the field had to deal with the mess!
Your number 1 sales force in service are the service technicians. They are the ones that are going to find the work to keep the company going. Preventive maintenance is not about changing filters, it's about finding things that need to be fixed. If you offer your technicians bonuses to bring in new customers you might be amazed what comes out of it!
It's only a shock if your not expecting it!
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