Supercharging Revenue Generation Through the Field Service Team
Is it possible to unlock the potential of your field service team as key revenue generators without damaging their status as trusted advisors? This course will show you how.
Should our field service engineers and technicians sell? It is a debate that has been held within the field service sector for many, many years.
On the one hand they are perfectly placed to do so. In today’s digital world they have perhaps more direct face to face interaction with the customers than anyone else in your organisation, they have deep subject matter knowledge and as such are seen by your customers as trusted advisors.
On the other however, as soon as the customer feels they are being sold to that trusted advisor status is broken. Besides, many engineer and technicians aren’t comfortable selling, it’s not what they signed up for.
However, what if generating revenue from the field wasn’t a sales activity, but was in fact a service activity? Something that brings additional value to the customer, that sits well with the problem solving mindset of our technicians and engineers and can supercharge your revenue stream from the field?
This course maps out exactly how you can achieve just that.
As an FSN Masterclass course you can expect...
Jim Baston is President of BBA Consulting Group Inc., a consulting and training firm dedicated to helping technical service firms transform field service personnel into enthusiastic promoters of their company’s products and services.
He has worked with thousands of field service professionals and their management across a broad range of industries and is the author of Beyond GREAT SERVICE, a book about the role that the field service professional can play in proactive business growth.
Jim has also written a companion book that provides a step-by-step approach for service managers to successfully develop a proactive approach through their field teams