Sales management · Sales force design
Your service technicians are in customers' homes every day and the sales team never hears a word.
An everyone-sells routine turns visits by service, installation and delivery staff into leads for the sales team. This page covers the offers a visit can raise, the hand-off from technician to sales, a short script and the incentive rule. It ends in a visit script and a written reward.
Scope, fee, reporting and term are agreed in writing after we have read your brief and spoken to you.
In one paragraph
An everyone-sells routine turns visits by service, installation and delivery staff into leads for the sales team. This page covers the offers a visit can raise, the hand-off from technician to sales, a short script and the incentive rule. It ends in a visit script and a written reward.
A technician from an RO service company in Jayanagar spends the morning in a kitchen changing a filter. The customer's air conditioner is ten years old and the neighbour has asked about a softener. Nobody from the sales side will hear any of it, and the technician is paid for the filter.
The routine is small. Before leaving, the technician raises one offer from a short list, notes the reply, and passes any warm name to sales the same day. It is a question, not a pitch. The customer already trusts the person who fixed the tap, and that trust is what the business is spending.
The owner sets the offer list and the reward, the service manager trains the staff, and the sales manager takes the referrals. It replaces a sales team that chases cold lists while vans visit existing customers every day. It suits AC, RO, appliance and painting businesses, where the service visit is the only time the customer is face to face with anyone from you.
It does not suit a business where service is run by an outside contractor you cannot brief, or where the technician is already overloaded and a bad visit is the bigger risk.
Where this sits
Topic 3 of 14 in sales management: sales force design. Who does what in selling, how the team is organised and how big it should be.
- The topic before
- Sales planning and goals
- The topic after
- Recruitment and selection
If you want this done for you
Sell more to the customer you already have before spending more to find a new one.
The work
What this is actually like.
“Technicians fear being seen as salesmen”
The customer's trust belongs to the technician, and a pushy line spends it. Write the script as a question and a card. If the customer says no, the technician says fine and carries on, and the log records no.
“Pay for the referral, not the sale”
A technician cannot close, negotiate or follow up. Pay a fixed amount when the sales team accepts a lead as real, plus a small share once it becomes an order. Pay only on the order and the technician stops passing leads within a week.
“A bad visit kills the offer”
If the job went wrong, or the technician was late, no offer is made. Log it as not offered, with the reason. The log then doubles as a record of which visits went badly, which the service manager needs anyway.
“A long offer list is a dead list”
Three to five offers per type of visit is what a technician will remember: a maintenance contract, a filter pack, a deep clean before summer. Give each a price card the customer can keep.
What we do
What you end up with.
The documents this topic produces, what each one is for, and how you know it is finished.
Offer list by visit type
Three to five offers for each kind of visit, each with a price card that shows what is included. The owner approves it.
Result: Finished when a technician can state each offer in one sentence.
Visit script
One opening question, the reply if the customer is interested, the reply if not, and what to say if the customer is annoyed. Written in the technician's own language.
Result: Finished when a technician can say it aloud without reading.
Referral hand-off
A WhatsApp message or card with the customer's name, address, the need and the technician's name, sent to the sales group the same day. The sales manager assigns it.
Result: Finished when a lead reaches sales on the day of the visit.
Visit log
Columns: visit, offer made, reply, referral passed, order placed. The technician fills it from the phone after each job.
Result: Finished when you can count offers made by each technician last week.
Incentive rule
A written page: amount for each accepted lead, share on a closed order, when it is paid, who pays. Pay and incentive rules differ by state and change, so your own CA or adviser reads it first.
Result: Finished when a technician can work out their payout for a sample week.
Why us
Why owners pick GullySales over an agency.
Marketing and sales, as one job
Most agencies stop at the enquiry. We also fix what happens after it: the reply, the follow-up, the quote and the CRM.
The person on the first call does the work
No account managers in between. You are never handed to someone you have not met.
A baseline before anything starts
Your numbers are written down on day one, so every later report compares against something honest.
The fee in writing, split three ways
Our time, your media spend and production on separate lines. You always see what goes to us.
No guarantees we cannot keep
The term is agreed in writing and never a default twelve months. We never promise a ranking or a lead count, because nobody controls those.
One office, and we say so
Nagarbhavi, Bengaluru. We work across India by call and WhatsApp and travel when a session needs to be in person.
#257, 3rd floor, Sri Nanjundeshwara Complex, Nagarbhavi 8th Block, Outer Ring Road. How we work.
Your brief
Tell us what you need, and we will read it before we call.
Eight short steps about your business, what you want and who decides. Most questions are a tap, and you can skip any you would rather answer on the call.
FAQ
Questions owners ask before they call.
Not here? More answers, or ask on WhatsApp.
Will this hurt service quality?
Do we have to pay technicians extra?
What if our service staff are contractors?
How do we know it is working?
How much does it cost?
How soon will we see results?
Who will actually do the work?
What do you need from us?
What if we are not happy with the work?
Where to go next
The work that carries this topic further.
The rest of sales force design
Or read all of sales management.
Your next practical step
Tell us what you are trying to grow, and we will read it before we call.
Eight short steps, mostly taps. Skip anything you would rather answer on the call.