In this industry there are two schools of thought on this matter. I have heard arguments on both sides that are both good and bad at the same time. Let us take a look at this and maybe come up with a consensus on the matter. First we need to clarify a technician's job.

Technician's Job

What is a technicians Job? Defining what is wanted from a particular position in a company helps simplify what functions must be done to get the product or end result of that position. With a technician it is fairly straight forward.

A vehicle that has been correctly diagnosed, repaired and any future needed repairs and services have been recommended so that the vehicle does not have any immediate future problems.

From this we can draw up a list of actions that must be done to achieve the desired product or result. So where do sales fit into this picture?

Most shops are started by technicians who have more ability and drive than the other technicians in town. They have a desire to be their own boss and to have their own successful business. To survive, they quickly learn that they have to have some sales skills. Mixed with their technical skills this can become a powerful combination. If they fail to learn even the most basic sales and management skills, their growth will stall and so will their dreams. They eventually figure out they can not do both jobs of selling and fixing cars. There are just not enough hours in the day.

In order to grow, technicians or sales people need to be hired. Of course this requires new management skills on how to recruit, hire and then put people on the job so they can now produce in a volume that allows the business to grow and the owner make money.

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