If you can only hit 20% . You need a sales trainer and sales meetings. Get off the board an work these guys into a well oiled sales team.
I said I wish I could hit 20%, the vast majority we only clean what is scheduled. 0-10% including protector, we are upper middle to high end cleaners. We don't need to push for additional work, we are already priced for profit so usually our on site promotion is more about a discount on other services we offer.
Yes we could train them to better salesmen but really no matter how big the ticket, I'd much rather be performing restoration work.
We had 3000 sq/ft 48 steps and and area rug at a home last week, it took 2-crews to complete the job. It was a nice job but 1-crew at an average wdr loss would have still made more in 1/3 of the time with half the manpower. I'm always conflicted because I'd like to clean more carpet but the company is much better off processing higher paying work.
I have 2-crews out cleaning carpet, 1-crew doing air ducts and 3-crews at water losses from last night's storms. Even if those are small water losses they will have a larger tickets than the carpet cleaning and ducts scheduled.
I do appreciate the input Dave!
My word's not his. 
