If your sales staff is not closing $500,000 to $750,000 in new business each season – something is WRONG. I’m not talking about “bidding” work and hoping they have quoted low enough numbers to get the business (and then beat on their chest about how great they are). I’m talking about actual selling. This means prospecting properly…..qualifying customers appropriately…..finding out their needs and then teaching the prospective customers about what you can do to resolve issues they may have.