Recent Articles

May 9Bruce Benes

Building a sales team

May 9Bruce Benes

Building a business with an effective exit strategy requires an established sales team.  If the owner is the primary sales force, then a buyer is more likely to require a high earn out as a portion of the purchase price in order to help insure an effective transition.  By creating a sales staff, the sales process can be validated and sales can exist in absence of the owner.  A good rule is to have more than one salesman to foster friendly competition.  Two successful salesmen also helps validate the sales training process.

 

For an interesting article on hiring sales staff click here to read an Inc. Magazine article by Geoffrey James.

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