171 - 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