3 Ways to Get Your Employees to Sell More

Who does the selling inside your business? If you’re involved, your business will be less valuable than if you weren’t. Investors and acquirers are reluctant to invest in a business where the owner is the rainmaker of the company.

In analyzing more than 70,000 businesses,  the data revealed that companies that can sustain a three-month absence of the owner are more than twice as likely to receive a premium acquisition offer (defined as greater than 6x pre-tax profit). In other words, to maximize the value of your business, you need to get other people doing the selling.

Keep in mind that a great selling proposition includes three elements. It must be something that:

1. Customers care about
2. Makes you different
3. Is believable.

Arm your salespeople with a compelling point of differentiation, and you’ll have given them the raw material they need to sell without you, making your business more valuable in the process.

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Franne McNeal, MBA Significant Business Results, LLC Significant GPS Small Business Growth Services

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