Hire a Sales Leader

Screaming "always be closing" may not be the most effective way to fire up a team, but hiring a strong sales manager is critical if you’re scaling a business and want to achieve sustainable growth, profitability, and long-term value. 

Almost always, when someone starts a business, they take on the role of sales manager. One common mistake many business owners make, especially in small and middle-sized businesses, is keeping the role of sales manager themselves - even as the company continues to grow. This may seem like a way to save costs or maintain control, but it always limits the overall potential of the business. 

The role of the sales manager isn’t just about hitting sales targets; it’s about building a sales strategy, managing a team, and creating a culture of consistent performance that aligns with the company’s broader goals.

A dedicated sales manager (you can call them VP of Sales, Director of Sales, Chief Sales Officer, etc.) brings expertise and focus to the sales function. This frees you up to create enormous value by concentrating on leadership, vision, and strategic decision-making.

When you wear too many hats, it spreads you thin and diverts attention from the big picture. This negativity impacts not just sales performance, but overall business growth. 

A strong sales manager, on the other hand, focuses on the details of day-to-day sales operations: managing leads, driving conversion rates, ensuring the team meets their targets, and developing long-term customer relationships. They keep their finger on the pulse of the market, adapt strategies quickly, and are fully invested in maximizing the team’s potential.

Also, the right sales manager doesn’t just improve revenue, they add value to the business itself. Investors and buyers look for a well-structured organization where key roles are managed by skilled professionals, not the owner. A company that can run smoothly without the owner at the helm of sales is inherently more valuable.

If you own your business, you absolutely must step back and trust the right sales leader to take the reins, allowing you to focus on steering the company toward a bigger and better future.