In the blog “Can Your Employees Be Stealing Your Calls? Part 1” that ran on October 27th, 2011, I gave you the dire scenario of your own employees siphoning off your calls for themselves.
Did I hit a nerve? I hope so!
It’s tough enough in this “somewhat better” business environment to get the phones ringing but only if you compare it to a couple of years ago when many phones went dead. Let’s agree that for most contractors the phones are not ringing off the hook just yet so every call is precious.
So, what else can you do about it?
Here are 5 more helpful suggestions:
- Become an active Sales Coach by watching what the Tech is producing with each opportunity. If you have scorecards it’s easier to spot trends where they’re consistently bringing back minimal sales because they’re cutting special deals with the customers to come back during their off hours
- Watch the Conversion Ratio for your Techs which means how many calls do they run where they get nothing more than the Minimum Service Fee
- Watch the Conversion Ratio for CSRs which means how many calls come in that they turn into calls run and also see how they are dispersing those calls. Especially so if you have more than one Tech you want to see if the potential big ticket calls are always magically going to one or two Techs but these calls don’t seem to materialize into sales made. That’s a red flag!
- Have GPS tracking for trucks and then be disciplined enough to be spot checking where your trucks are both when they’re supposed to be on duty and when they’re not and the truck is supposed to be sitting at their home. You’d think they’d be smarter but they’re counting on your being too busy, too gutless or too lazy to check
- Engage the power of the manuals that contain your policies and procedures to be always recruiting, hiring, orienting and training so there is always competition to own a place at your company and they can’t feel they’re indispensible and you can’t be held hostage when it comes to firing those who are serving their self interest at your expense.
It’s hard when you’ve been burned to trust again. But, you must. Just commit to trusting and verifying.