A team sales approach instituted last year has proven to be an efficient change at Blades of Green, an Edgewater, Md.-based lawn care and pest control company.

Technicians are required to submit two qualified leads per day from their routes. These leads cost nothing to acquire, says President Mark Leahy.

Techs hand off these sales opportunities to the inside salesperson on their “team.” The reps quickly follow up with clients, and the techs and reps split the commission on any sales. An average tech earns about $3,000-$5,000 per year in these commissions—top performers may get twice that amount. In 2015 the company nearly doubled its technician-driven sales over the previous year to more than $400,000.

“We’ve seen an uptick in everyone’s numbers,” President Mark Leahy says. “When you get them to work together, they’re all selling more.”