Re: Installer/sales rep responsibilities

["Bob Worthy" <securinc@xxxxxxxxxxxxx>]

Not bad for a counter guy. We just may graduate you to curb-side service.
;o]

"Frank Olson" <Use_the_email_links@xxxxxxxxxxxxxxxxxxxxxx> wrote in message
news:x0yEg.415243$IK3.244310@xxxxxxxxxxx
> JW wrote:
> > We're a small company.  Our installers and sales reps act as a team to
> > complete
> > projects they do together.  Sometimes they are able to spend time going
over
> > a
> > job before the final proposal (usually larger jobs); other times, the
> > installer only
> > sees the project after the sale.
>
> This is typical of most companies.  If your sales staff come across a
> job where a special application is required, they should be able to call
> on an installer to assist them in finding a solution.
>
>
> > The sales person designs the job and puts
> > together
> > a rough parts list and it's reviewed by the installer before ordering
(by an
> > in-house
> >  technician).
>
> That's way too many steps.  Most sales people are going out there to
> sell *security*.  That means the parts list shouldn't be "rough".  It
> has to be "specific".  They're the ones actually *designing* the system
> to meet the customer's specific requirements.  You should have a
> "catalogue" of approved parts (stuff your installers know how to install
> and service) along with an idea of what it takes to install them (time
> wise).
>
>
> > For a variety of reasons, the original parts too often require
> > a change.
>
> Then your salesmen lack the skills to properly design a system, or you
> haven't provided them with the necessary tools to effectively market
> your products, or you're asking them to sell products beyond their
> comprehension/knowledge level.
>
>
> > Too often, this requires phone calls and research to find the right part
and
> > review the
> > specs, codes, etc.
>
> What "market" are you in?  You obviously haven't defined it from this
> statement.
>
>
> > Our installers also serve as limited project managers,
> > co-ordinating
> > schedules, sub-contractors, etc.
>
> Your installers shouldn't be "managing" anything.  They should *know*
> their jobs.  You should have office staff "co-ordinating schedules,
> sub-contractors, etc."  Leave your installers to do what they do best...
>   *install*.
>
>
> > Who do you have finalize the parts list -
> > the person
> > who designs/sells or the technician who installs it?
>
> Already answered this.
>
>
> > Since site time is
> > valuable, there's
> > concern with the office/phone/computer time required to
research/engineer
> > the final
> > parts list/design.  Any insights on how things are handled at different
> > companies
> > would be appreciated.
>
>
> You clearly need to define everyone's job/function.  You need procedures
> manuals, and a comprehensive and well researched parts schedule.  Your
> sales people should be fully comfortable in dealing with their customer
> base and they do have to focus on a specific market until they're at a
> level where they can deal in others (through education or knowledge).
>
> Frank Olson
> http://www.yoursecuritysource.com