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In this episode of The Exit, host Steve McGarry sits down with sales growth expert Mike Huey, President of Scalable Sales Solutions, to unpack one of the biggest hidden risks that can derail a business sale: founder-led sales.
After spending 30 years in sales, scaling companies, and helping owners prepare for successful exits, Mike explains why buyers hesitate when revenue depends entirely on the owner and what founders can do to build a sales organization that actually transfers.
Mike shares tactical advice on when business owners should finally take off the “sales hat,” how to build a repeatable sales system, and the common mistakes entrepreneurs make when scaling their teams. From compensation plans and accountability metrics to CRM systems, AI automation, and relationship handoffs, this episode is packed with practical strategies for founders looking to increase enterprise value and make their business more attractive to buyers.
Whether you are preparing for an exit or trying to scale smarter, this conversation offers a roadmap to building a company that can thrive without you.
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Mike Huey is the President of Scalable Sales Solutions and a sales growth strategist with more than 30 years of experience in sales, sales leadership, and business scaling.
After helping companies prepare for acquisition, Mike became SIPA certified in exit planning and now works with founders to remove themselves from founder-led sales, build scalable systems, and increase business value ahead of an exit. He is also the author of Make Your Company Scalable and Saleable.
LinkedIn:
https://www.linkedin.com/in/mikehueysales/
Website:
https://www.scalablesalessolutions.com/
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Key Timestamps:
[00:01] Steve Introduces Mike Huey
[03:05] Mike Huey's Sales and Business Background
[04:16] The Importance of Transferable Sales Systems
[04:51] Steps to Make a Sales Org Transferable
[06:25] When to Transition Sales Responsibilities
[07:36] Implementing Effective Sales Systems and Playbooks
[08:44] The Role of Relationships in Business Transfer
[09:40] Gradual Handoff of Sales Accounts
[11:13] Common Mistakes in Sales Transition
[11:53] Mistakes Entrepreneurs Make in Sales Transition
[12:47] The Ego Trap in Sales Management
[13:45] Importance of Compensation Plans and Structure
[15:12] Restructuring Sales Teams for Growth
[16:23] Buy Side: Key Factors When Acquiring a Business
[17:35] Assessing Sales Team Accountability and Metrics
[18:45] Organizational Structure and Industry Fit
[21:31] Using CRM and AI to Increase Sales Efficiency
[25:16] Leveraging Data and Knowledge Sharing in Sales Teams
[25:44] Increasing Business Value Through Sales Systems
[27:52] Advice to Future Entrepreneurs and Business Owners
[29:46] About Mike Huey and Scalable Sales Solutions
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The Exit — Presented By Flippa
A 30-minute podcast featuring expert entrepreneurs who have been there and done it. The Exit talks to operators who have bought and sold a business. You’ll learn how they did it, why they did it, and get exposure to the world of exits, a world occupied by a small few, but accessible to many.
To listen to the podcast or get daily listing updates:
flippa.com/the-exit-podcast/
