Poised for Exit
Welcome to the Poised for Exit podcast! Poised for Exit is an under 30-minute strategic planning guidance podcast for busy small business owners. Each week you’ll hear certified exit planning advisor, Julie Keyes, talk with a range of entrepreneurs and professionals about preparing your business for a future transition. Guests at every stage of company ownership will share their personal stories and lessons learned about topics such as the anatomy of the exit planning process, developing a growth strategy, how to sell on your terms, exit planning for women small business owners, handling business diversity, and how to sell a family business. Whether you’re planning an exit in the near future or not, this show will provide you with the same action-oriented content that Julie utilizes while consulting with Keyestrategies clients. Building an exit strategy can be overwhelming, especially with all the decisions and details you have to consider. “Poised for Exit” will simplify the process and help you unwrap the unknowns, giving you more confidence in your planning process. Previous episodes are available for download, so if you are new to our show, you can listen to them in any order that suits you. Join us each week for timely, relevant content that will surely impact your business exit outcome! Subscribe to our newsletter below to receive your weekly episode link and stay updated on new strategic planning content. Find “Poised for Exit” on Spotify, Apple Podcasts, Google Play, iHeart Radio, Amazon Music, and others. Thank you to our Sponsors: Sunbelt Business Advisers and JAK CPA's. A special note of thanks to Tyler Keyes who produced the music for the “Poised for Exit” show.
Poised for Exit
You Can't Scale Your Business without a Proven Sales System
You Can't Scale Your Business without a Proven Sales System
Our guest today was Mike Huey, President of Scalable Sales Solutions, a company that builds sales systems and processes for companies looking to scale and set their sales people up for success.
If there's one thing we know, not all sales people actually sell much, and that's not always the fault of the sales person. Mike talked about the fact that most companies have no process for selling or metrics in place to measure success,. which is why their sales aren't growing as they should. When the owners are preparing for a future sale, they need to make sure the company's sales are on a growing trajectory to attract the best buyers. If their sales people are lacking in accountability goals and tools to help them succeed, like an effective CRM, they won't be able to realize their potential.
Once a timeline for exit has been determined, the owners focus should not be on how much they themselves can sell. Unfortunately, many owners are the primary sales person for the company, creating owner dependency and depleting company value.
Mike also recommended that a sales recruiting process be in place long before a sale, so the company can grow its best sales team. He recommended not recruiting from the industry. but rather recruit a rockstar from somewhere else who may be more likely to move. Too often salespeople we hire are at a substandard performance level already and end up performing the same way for us
We had a great conversation! Listen to the interview here
Connect with Mike Huey here and Julie Keyes here
Connect with Julie Keyes, Keyestrategies LLC
Founder, Consultant, Author, Pod-caster and Instructor