Deciphering the Value of Qualified Salesmen

BY: Julie Crisara

While people attend technical or community colleges to learn how to install or service HVACR equipment, there’s no formal field of study or degree for HVACR sales. Despite an established educational tract, the majority of HVAC businesses have one or more salespeople on staff, whether or not the word sales is integrated in their titles.

Who Sells?

While a well-rounded salesperson boasts several quality traits, many HVAC companies prefer industry experience when considering new sales personnel.

Robert Helbing, president, Air-Tro Inc., Monrovia, California, said, there isn’t much turnover in salespeople at his company. When he has hired a salesperson, he’s hired someone with experience in the trade, whether or not they have prior sales experience.

But the sales staff isn’t the only crew selling at Air-Tro — technicians sell, too. Helbing said consultants are brought in to work with technicians to improve lead generation and accessory sales.

At Eric Kjelshus Energy HVAC, Greenwood, Missouri, everyone sells. “It starts with the person who answers the phone by asking what can be done to help,” said Eric Kjelshus, owner. “The person who makes the sale gets the glory.”

Other contracting companies differ in their sales philosophies. Some only allow salespeople — who may be referred to as sales representatives, comfort consultants, or similar monikers — to sell.

Continue reading “Deciphering the Value of Qualified Salesmen”