Why Every Employee Needs Sales Awareness To Grow Your Contracting Business w/ Jon Valenta from General Pavingstones

Train all employees, especially field teams, in 'sales awareness' to identify and communicate additional opportunities from clients, as they spend the most time on-site.

Implement a clear, step-by-step protocol for field employees to report potential upsells (e.g., collect information, call sales, proposal creation, presentation) to avoid chaos and ensure proper billing.

Encourage field teams to bring potential solutions, not just problems, to management when unexpected issues arise or new opportunities are identified, fostering a proactive mindset.

Leverage the trust built by your field team with clients during a project to revisit previously declined work areas or suggest add-ons, as clients are more open to additions after committing to the initial contract.

Understand the psychological shift in customers from 'consideration' to 'commitment' after signing a contract; they are often more willing to add features once they've committed to the main project.

Consider incentive programs (e.g., a small commission) for field employees who successfully identify and report sales opportunities that convert into additional revenue, further motivating engagement.

Invest in training your team on sales awareness to increase their value, which in turn boosts company profitability and creates opportunities for better compensation and employee retention.