Marketing Matters: Motivating Techs, Residential Sales


July 6, 2015

Photo: ©

Photo: ©

Q. I own a small pest control company and can’t afford to hire a salesperson at this time. How can I motivate my technicians to sell?

Money! Most technicians don’t like to sell, so I suggest a generous commission scale to motivate them. For referrals closed by the tech, I suggest a 10-percent commission. Add-on sales, cross sales or creative sales also should result in a 10-percent commission. The commission is in addition to any production.

Q. I own a midsize company, and we’re considering transitioning to an inside sales program for residential customers. Any thoughts?

Training! The key to a successful in-house residential sales program is methodical training. Telesales personnel must be taught to project company value and differentiation during a very short window of opportunity, at the onset of the phone call. A number of small to midsize companies have made this transition successfully during the past few years.

Q. I noticed my technicians have lost their “oomph.” While they do a good enough job servicing their accounts, they’ve lost their motivation. How do I light their fire?

Marketing! Your employees are your first market, so to speak. If your employees are unhappy or unmotivated, it’s only a matter of time before customer turnover becomes a problem. That said, unmotivated technicians reflect poorly on management. Begin by re-evaluating your compensation, reward and bonus programs. Then develop a plan of action to re-energize your staff.

You can reach Harvey Goldglantz, president of Pest Control Marketing Co. and author of Marketing Matters, at His book, Marketing Matters, is available from the PMP bookstore.


Leave A Comment

  1. Art Manon says:

    The Harder you work the lurker you get !, after a good tech has been on the job 2 or more years, the floodgates of referrals 0pen, & come in, any tech that is sales shy, should be reminded of how lucrative they can sales can be, as well as your in complete charge of that end user , no bad sale from a phone sale, then again this is another value of long term techs and another reason why the body in the truck, throw the baby out with the bath water , high tech ratio is a losing proposition.