1
Look for work
Notice neglected trees, storm damage, clearance problems, deadwood, removals, neighboring properties, active contractors, commercial sites, and people already talking about tree problems.
Generate
Sales Team
Create opportunity.
Close good work.
Earn more.
Your value grows when you create qualified opportunities, communicate clearly, price intelligently, follow up consistently, and hand production work that can be completed profitably.
20%
Commission on collected revenue from leads you generate that sell.
More sales
More useful opportunity means more earning potential.
More trust
Good judgment earns greater pricing and closing authority.
Your job
Turn conversations into profitable work.
Find people who need what we do. Understand the problem. Help them make a good decision. Close the work at a price that allows the crew to perform it well.
What makes you valuable?
- You create leads.
- You identify real opportunities.
- You build customer trust.
- You protect price.
- You keep opportunities moving.
- You bring production clear, profitable work.
Your scoreboard
Know your numbers
Sales improves when you know where your opportunities are being created, won, delayed, or lost.
Leads
You generated
Appointments
You booked
Estimates
You delivered
$ Quoted
Total opportunity
$ Sold
Work closed
$ Collected
Commissionable revenue
Daily sales loop
Keep opportunity moving
Every opportunity should move toward a clear next step: appointment, estimate, follow-up, sale, later date, or closed out.
2
Start conversations
Introduce yourself, ask useful questions, leave a card, and give people an easy next step.
Connect
3
Qualify quickly
Determine whether there is a real need, a real decision-maker, a workable property, and a realistic opportunity.
Qualify
4
Inspect and price
Understand scope, access, cleanup, hazards, equipment needs, and what the customer expects before giving a number.
Estimate
5
Ask for the work
Explain the recommendation, state the price clearly, answer concerns, and give the customer a clear path to say yes.
Close
6
Follow up until resolved
Do not let good opportunities disappear because nobody followed up. Move each lead toward yes, no, later, or a specific next action.
Follow up
Before estimating
Know what you're selling
Better information produces better estimates, stronger customer confidence, and cleaner production.
Customer
Who owns or controls the property? Who makes the final decision? What outcome matters most to them?
Scope
Which trees or areas are included? Removal, pruning, cleanup, hauling, stump work, landscaping, or another service?
Site
Check access, gates, fences, structures, utilities, traffic, neighboring property, terrain, drop zones, and equipment limitations.
Timing
Is this urgent, flexible, seasonal, tied to an event, or simply exploratory future work?
Risk
Look for compromised trees, difficult rigging, valuable targets, decay, utility proximity, poor access, and specialized equipment needs.
Expectations
What does “finished” mean to this customer? Clarify cleanup, haul-off, wood handling, surface protection, and exclusions.
Selling well
Sell the result, not just the labor
Do not apologize for a good price.
The customer is buying judgment, risk management, skilled labor, equipment, insurance, cleanup, property protection, communication, and a completed result.
Price should support excellent execution. A job that cannot be performed properly at the sold price was not sold well.
When presenting work:
- Explain what you observed.
- Explain what you recommend.
- Explain what the crew will actually do.
- State the price clearly.
- Stop talking long enough for the customer to respond.
- Answer the real concern behind objections.
- Ask for the work.
Before reducing price
Find the real objection.
“That's expensive” does not always mean the customer needs a lower price.
They may need more confidence, clearer scope, better timing, a smaller project, or simply time to decide.
Ask yourself:
- Do they understand what is included?
- Do they trust us?
- Is timing the real issue?
- Can scope change instead of price?
- Is the customer comparing the same scope?
- Am I discounting because they need it, or because I am uncomfortable?
Follow-up
Stay useful without becoming noise
Follow-up exists to help the customer make a decision, not to pressure them into one.
Make sure the customer received everything and invite questions.
Check for unanswered concerns, scope questions, or changes in timing.
Reconnect politely and ask where the project stands.
Keep worthwhile opportunities alive when timing, budget, or circumstances change.
Sales authority
Trust expands with proven judgment
Early limits are not a ceiling. They are a calibration period. Consistently accurate estimating and profitable sales earn more autonomy.
Professional growth
Become more valuable
Greater sales authority comes from repeatedly making good decisions and producing useful revenue.
01
Generate more
Create your own opportunities instead of waiting for leads to appear.
02
Learn the work
Better understanding of trees, equipment, risk, access, disposal, and production makes your estimates stronger.
03
Protect margin
The best salesperson does not merely close jobs. They close profitable jobs.
04
Need less oversight
Accurate scopes, good pricing, clean documentation, and sound judgment earn greater autonomy.
Compensation
Create value and share in it
20%
Sales commission
20% of gross revenue from salesperson-generated leads that sell, payable upon receipt of customer funds.
The purpose of commission is alignment: more valuable work for the company should create more value for the salesperson.
Generate better opportunities, close stronger work, and grow your own earning power.
Get better every week
Find your bottleneck
Improvement begins by identifying what is actually preventing more good work from being sold.
1
Where am I losing opportunities?
Not enough conversations? Weak qualification? Slow estimates? Poor follow-up? Price resistance? Unclear scope?
2
What would help me sell more?
Better materials, faster answers, more technical knowledge, stronger proof of work, clearer pricing, better lead flow, or greater authority?
3
What do I need from the company?
Bring obstacles forward. Good sales systems improve when salespeople identify friction early.
The goal
Become someone the company can trust with revenue.
Generate opportunities. Know the work. Protect price. Keep customers moving. Communicate clearly. Hand production clean jobs. The more reliably you do those things, the more valuable you become—and the more opportunity you can be trusted to control.
Resources