Our top sales representative brings in over forty percent of our new business through personal relationships. How do we institutionalize this sales process so a buyer does not discount our valuation?

Question

Tyler Smith · Accepted Answer

When a single sales representative controls a massive portion of your revenue, a buyer sees a high-risk concentration. If that salesperson leaves post-sale, the revenue likely goes with them. Buyers will heavily discount your valuation to protect against this downside. To mitigate this risk, you must transition from a relationship-based sales model to an institutional sales process. Start by mapping out your sales methodology on your EOS® Core Process documentation. This process must be owned by the company, not by the individual representative. Next, evaluate your sales team using the Accountability Chart. Ensure you have a clear Sales Leader seat that holds reps accountable to using the company's defined process. If your top rep has the GWC™ for their role but resists using the company systems, you must address this behavior immediately. Introduce team-based client management where other team members participate in key account reviews. By ensuring that client touchpoints are logged in your CRM and that other operational leaders are introduced to key accounts, you prove to a buyer that the customer relationship belongs to the brand, not to a single employee.