3 Ways to Get Your Employees to Sell More (So You Can Step Out of the Way)
Let’s talk about sales—and more importantly, who’s doing it in your business. If you’re still the primary rainmaker, it could be holding your company back. In fact, if your goal is to increase business value or prepare for an eventual exit, founder-led sales is one of the biggest red flags for investors and acquirers.
Data from over 70,000 businesses analyzed by The Value Builder System™ shows a clear pattern: companies where the owner can step away for three months—and sales still keep rolling—are more than twice as likely to receive a premium acquisition offer (defined as more than 6x pre-tax profit). That’s not just theory. That’s hard numbers.
So if you want a more scalable, sellable company, here’s the challenge: you’ve got to get your team selling without you.
And that’s where most businesses struggle.
Why Employees Struggle to Sell Like Founders
It’s no secret—new sales reps rarely close deals with the same authority as a founder. Why? Because founders sell with credibility. You’re the expert. You’ve got the title. You’re in charge of delivery. When you say “we’ll take care of it,” the client believes you—because they know you’re the one making the decisions.
That kind of trust is hard to transfer to a junior rep. When they lean on promises of great customer service, it can come across as weak or unconvincing. Customers are more skeptical, and rightfully so.
Matt Dixon, author of The Challenger Sale, recommends something simple but powerful: train your reps to confidently answer this one question…
“Why should I buy from you?”
But there’s a catch: their answer can’t be about customer service. That’s expected—not a differentiator.
How to Arm Your Team with a Real Sales Edge
To turn your employees into effective, confident salespeople, you need to give them something concrete—something that doesn’t rely on your presence or promises. The best sales proposition has three essential traits:
- It solves a problem your customer actually cares about
- It clearly differentiates you from the competition
- It’s believable—no fluff, no hype
Once you define that, you can bake it into your sales training, your marketing, and your team’s day-to-day language. Suddenly, sales stops being dependent on you—and starts becoming a repeatable, scalable process.
And that’s where the real value shows up. Because a company with a sales system that works without the owner isn’t just easier to run—it’s worth more to everyone else too.
Want help building a sales engine that works without you?
Let’s talk about how to scale your team, increase recurring revenue, and grow your business into something buyers actually want.
📩 Email: paulwildrick@provengain.com
📞 Call: 925.963.9665
🌐 Visit: www.provengain.com
