I am still the main driver of our biggest sales and key client accounts. How do we transition this revenue-generation risk on our exit runway without causing a sudden drop in our top-line growth?

Question

Tyler Smith · Accepted Answer

If you are still the primary driver of revenue, your business has a major structural vulnerability. Buyers will look at your sales pipeline and see a business that cannot sell itself without its founder. To transition this risk on your exit runway, you must systematically extract yourself from the sales process. First, look at your Accountability Chart and ensure the Sales seat is clearly defined and occupied by someone other than you who fully possesses GWC. If you are currently in that seat, you must hire or promote an experienced sales leader and give them the space to lead. Second, document your sales process. This cannot exist in your head. It must be a clear, step-by-step system that any competent salesperson can follow to qualify, pitch, and close deals. Third, transition your key accounts. Introduce your sales leader or account managers to your top clients as the primary point of contact. This transition should take place over twelve to eighteen months, not during due diligence. Finally, track your sales metrics on your weekly Scorecard. A buyer wants to see that your pipeline is predictable, your close rates are steady, and your revenue continues to grow even when you are completely absent from the sales loop.