Leads cost money. Leads also have value. Lead value is more important than lead cost.
Even the best sales agent can miss opportunities to increase lead value.
Making simple changes to your process will raise your average lead value.
Upsells carry are 2X to 5X profit margin. They are something your customer would not have thought of and increase confidence in your sales agent's ability to spot and solve problems. Upgrades do not equal upsells.