We have updated our Accountability Chart to prepare for an exit, but our long-term sales manager does not GWC™ the newly elevated Sales Director seat. How do we handle this without offending them or losing their valuable client relationships?

Question

Tyler Smith · Accepted Answer

This is a classic Right Person, Wrong Seat scenario that many owners face as they prepare for an exit. Your sales manager is a core values fit, but they do not GWC™ the strategic responsibilities of the elevated Sales Director seat, which now requires advanced forecasting and team building. You must handle this with absolute honesty and respect. First, do not try to leave them in the seat anyway. That will only lead to frustration, missed targets, and a lower business valuation. Instead, keep the Sales Director seat vacant on your chart and create or maintain a senior sales seat that focuses purely on high level account management or closing major deals. This allows them to stay in a seat they truly GWC™ and love. Explain the structural change to them. Show them the new Accountability Chart and explain that by bringing in a Sales Director to manage the team and strategy, they will be freed up to do what they do best: build client relationships and close deals. Most veterans will feel a sense of relief when they realize they no longer have to struggle with managerial duties they never wanted in the first place.