Will Kelly says lawn-care business owners spend too little time selling. General Managers should dedicate four hours of an eight-hour day to sales, minimum 25%. Everything else—dispatching, maintenance, repairs—is busy work that shouldn't crowd out revenue-generating activities.
What percentage of your day should be spent selling? The goal that we train and teach our GMs is 50%. That is, in an 8-hour day, 4 hours is spent doing sales. If what you put in the comments below earlier in this video is not at 50%, you have room for growth. The task that you are doing right now is not getting you closer to your goal. It is busy work— dispatching routes, doing equipment maintenance, oil changes, taking equipment to the repair shop, organizing the shelving unit, sharpening mower blades, cleaning your truck. None of that makes more revenue for the business. It is busy work, still important, still needs to get done, but it should not be taking priority over what actually moves your business and department forward, which is sales. Nothing less than 25% of your day should be spent on sales.
