You've played a big role in building your company by being highly involved in the sales process. But now your primary focus needs to be continuing to build the company's value. How do you successfully turn over the keys to sales? We offer some tips in making the transition easy.

1. How to Get Out of
the Sales Role
Build Your
Company’s
Value
and

2. If you’re a CEO or business owner
and reading this, chances are good
you have a dilemma on your
hands.

3. You know you’re
supposed to be doing
much more with your
business, but you also
know if you’re not selling,
nothing else matters.

4. What’s the solution?

5. You have to
get out of the
sales role.

6. What’s the problem?

7. You’re scared
to give it up.

8. You want to get out of the sales role,
but you don’t have the confidence that
anyone else can take care of it like
you can.

9. After all, no one’s
handled different
situations with your
business like you have,
so no one else has the
knowledge that you do,
right?

10. This is a horrible mindset if you are
serious about growing and scaling
your business.

11. There’s only one you, after
all.

12. A CEO or business owner should be
focused on the big picture. You want to be
working on your business more than in
your business.

13. Furthermore, if your
company is relying on you
for most of your sales, it
will be nearly impossible
to build a valuation that
allows you to exit and put
your company in a good
position to survive after
you leave…

14. …especially if you’re hoping to
hand your business down to the
next generation.

15. According to the Harvard
Business Review,
“some 70% of family-
owned businesses fail or
are sold before the
second generation gets a
chance to take over. Just
10% remain active and
privately held companies
for the third generation to
lead.”

16. Those are some scary numbers.

17. So what’s preventing you from
getting out of the sales role and
building your company’s value?

18. A consistent,
repeatable,
documented sales
process.
It’s the crucial
element for
getting out of the
sales role.

19. Plus, creating
one will set the
next CEO or
business owner
up for success.

20. Documenting your process
might sound like a difficult
task, but it’s important. If
you can’t quite wrap your
arms around it or are having
a difficult time putting it on
paper, a consulting firm can
help.

21. Either way, get it done.

22. Once you have a
documented sales
process, you can
focus on the first
part of your
eventual exit
strategy:
getting out of
the sales role.

23. Here are
some
ideas on
how to do
this–

24. #1: Recruit executive
sales leadership
Whether it’s internal or external,
find someone who can use the
sales process as a point of
reference and take sales off your
hands.

25. #2: Pursue sales and
mentorship programs
Even if you don’t think someone
has 100% of the skills required to
gain your confidence, if they’re a
culture fit, you can always mentor
them.

26. #3: Outsource sales
leadership
Whether temporary or permanent,
outsourcing your executive sales
leadership is another option. People
in these roles typically have a
wealth of sales experience.

27. #4: Hire the right
salespeople.
A sales leader is only as good as
the people he or she is leading.
Ensure you have a good culture,
understand the culture and hire
the right people for that culture.

28. #5: Have a scalable sales
infrastructure in place.
Just as having a consistent, repeatable
sales process in place will set the
person in the new sales role up for
success, having a scalable sales
infrastructure will make sure the
transition is smooth.

29. Once you get
out of the
sales role, you
can build your
company’s
value.

30. How?
Here are ways:3

31. #1: Focus on new product innovation,
new product launches,
alliances/partnerships and everything
else financially related to capitalize
the business for growth.
You can now put more energy into it
since you’re out of the sales role.

32. #2: Fine-tune your sales processes to
be repeatable for each salesperson.
The valuation of the company will
increase if there are repeatable sales
processes in place.

33. #3: Work on the business instead
of for the business.
Instead of focusing on short-term
goals like sales, you can now
focus on the long-term value of
your company.

34. According to Inc.,
96% of businesses fail in
10 years.
Make sure your business is in the
4% that don’t.

35. Get out of the sales role and
start building your
company’s value.

36. Was this deck helpful?
Let us know in the comments
below!

37. Need help putting a plan
together?
Let us walk you through it.
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