Under Managing Your Inspectors Is A Fatal Mistake – by Gannon Mahaffay
Many pest control business owners feel that they don’t fully understand the sales process, and for that reason, they don’t manage their inspectors very well. They say things like, “don’t just stand there, get out there and sell something.“ How often do you think this works? 
NEVER!! You do not need to be a sales expert to manage the sales process.
If you don’t believe me, watch Alec Baldwin play a hard-ass sales manager in Glen Garry Glen Ross. I can guarantee you that Alec Baldwin has never managed a sales force, but you would never know that by his performance. Go to YouTube and search for “Glengarry Glen Ross speech.“ Play the longest version. It just keeps getting funnier and funnier.
Sales is like any other function of your pest control business: there are inputs and there are outputs. Those inputs and outputs are either acceptable or unacceptable. The difference between the business owners who are strong in sales and those...
Author
Gannon Mahaffay
The Pest Control Coach
For nearly three decades, Gannon Mahaffay has been a powerhouse in the pest control industry, building a career rooted in hard work, hands-on experience, and a relentless drive for excellence. Since 1996, Gannon has worn many hats in the industry, each adding to his depth of expertise. From his early days as a Termite & Pest Control Technician to roles as a Sales Inspector, Nuisance Wildlife Control Operator, Branch Manager, and Marketing Director, Gannon has mastered every facet of the pest control industry. In addition to his technical and managerial experience, Gannon has thrived on the entrepreneurial side of the industry. He’s a 3-time Pest Control Business Owner who knows firsthand the challenges and opportunities that come with running a pest control company. He has also served as a trusted Chemical & Equipment Supplier, bringing valuable insights into the tools and products that drive operational efficiency. As an investor and business coach, Gannon has guided numerous businesses to success, using his wealth of knowledge to help others exceed their goals and grow beyond what they thought possible. What truly sets Gannon apart is his passion for helping others succeed. After years of experience and success in the field, he recognized a gap in the industry: pest control professionals needed better resources to help them scale their businesses and reach their potential. This realization led him to create the world’s best pest control e-learning platform—a comprehensive resource designed to teach, empower, and guide professionals at every stage of their journey. With Gannon as your coach, you’ll gain access to proven strategies, actionable insights, and industry secrets that have been honed over decades of experience. Whether you’re just getting started or looking to take your business to the next level, Gannon is dedicated to helping you unlock your full potential, achieve your goals, and build a pest control business that thrives for years to come.