{"id":40762,"date":"2025-07-29T20:42:39","date_gmt":"2025-07-29T20:42:39","guid":{"rendered":"https:\/\/bostonchamber.com\/?post_type=thought-leadership&#038;p=40762"},"modified":"2025-07-29T20:42:40","modified_gmt":"2025-07-29T20:42:40","slug":"when-to-hand-off-sales-as-a-small-business-owner","status":"publish","type":"thought-leadership","link":"https:\/\/bostonchamber.com\/thought-leadership\/when-to-hand-off-sales-as-a-small-business-owner\/","title":{"rendered":"When to Hand Off Sales as a Small Business Owner"},"content":{"rendered":"<style> .banner:before {\r\n        background: linear-gradient(0deg,rgba(0,0,0,.5),rgba(0,0,0,.5)) !important;\r\n    }<\/style><div id=\"ra_id_1678124236\" class=\"banner  standard lazyload\" style=\"background-image:inherit\" data-bg-image=\"url(https:\/\/bostonchamber.com\/wp-content\/uploads\/2025\/07\/member-blog.jpg)\">\r\n        <div class=\"container  banner-container text-Center\">\r\n            <div class=\"row center-items\">\r\n                                \r\n                <div class=\"col-lg-10 \"  >\r\n                                            <!-- <p class=\"label special-label\" tabindex=\"0\"><\/p> -->\r\n                    \r\n                    <h1 class=\"underline-text white  required\" tabindex=\"0\">\r\n                        When to <u>Hand Off Sales<\/u><br> as a Small Business Owner                    <\/h1>\r\n                                            <div class=\"xyz\" tabindex=\"0\"><p><\/p><\/div>\r\n                        <div class=\"banner_event\">\r\n                            <span tabindex=\"0\">July 29, 2025<\/span>                                        <span  class=\"author-text\" tabindex=\"0\">Michael D\u2019Aleo, Founder &#038; Principal of SalesOrg Solutions LLC<\/span>\r\n                                                            <\/div>\r\n                    <div class=\"banner-btn-wrapper\">\r\n                                                                                <\/div>\r\n                        <!-- <a href=\"#\">Link<\/a>\r\n                        <a class=\"arrow-link\" href=\"#\">Link<\/a>\r\n                        <a class=\"external-link\" href=\"#\">External Link<\/a>\r\n                        <a class=\"more-link\" href=\"#\">More<\/a> -->\r\n                    <\/div>\r\n                <\/div>\r\n            <\/div>\r\n        <\/div>\r\n    <\/div>\r\n<script type=\"text\/javascript\">\r\njQuery(document).ready(function($){\r\n    setTimeout(function () {\r\n        console.log('here');\r\n\t\t$('#_youtube-iframe-wrapper').show();\r\n\t}, 2000);\r\n});\r\n<\/script>\n\n<style>\r\n    .cta-btn-wrapper{margin-bottom:2rem;margin-top:-10px;}\r\n<\/style>\r\n<section class=\"wysiwyg_block\">\r\n    <div class=\"container\">\r\n        <div class=\"row\">\r\n            <div class=\"col-lg-8\">\r\n            \r\n            <p>Owners of small businesses are naturally attached to their companies on a personal level, a dynamic that is often compounded when the owner is also its founder. While it\u2019s critical for them to remain involved in growth strategy and execution, they need to know when it\u2019s time to seek help in the form of hiring a sales manager and\/or representatives. The decision to do so or not can represent the difference between successfully scaling a business and flat growth or even declining revenue.<\/p>\n<p>As sales is the lifeblood of any company, handing over primary responsibility to others is as much an emotional decision as a logical one. It is thus totally understandable why owners are often reluctant to do so. \u201cNo one knows the business as well as me, so how could anyone else do a better job selling than I?\u201d is a question that many owners ask themselves, their employees, and outside advisors. While it\u2019s generally the case that few employees, if any, understand all aspects of the business better than the owner, that does not mean that the owner is the most capable person at each function. For example, owners\/Chief Executives commonly hire a Chief Financial Officer to bring financial and accounting expertise to the company, or someone with Human Resources expertise to handle personnel issues, and generally don\u2019t question their decisions to do so. So why is it so difficult for owners to give up control of selling?<\/p>\n<p>While healthy profit margins are generally the key metric for business owners, and effective operational and cost controls can be as critical as topline revenue, the positive feeling that comes from acquiring new customers or expanding relationships with existing ones can often generate unparalleled optimism for a business owner. Particularly if the viability of the business as a going concern is tied to a handful of key accounts or finding new ones, it can feel more risky to transfer responsibility for sales to someone else than it is for other functions, and it very well may be. At the same time, it is often more of a question of to whom rather than if.<\/p>\n  \r\n            <\/div>\r\n        <\/div>\r\n    <\/div>\r\n<\/section>\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter size-full is-resized\"><img decoding=\"async\" width=\"860\" height=\"560\" data-src=\"https:\/\/bostonchamber.com\/wp-content\/uploads\/2025\/07\/member-blog-photo-1.jpg\" alt=\"\" class=\"wp-image-40764 lazyload\" style=\"--smush-placeholder-width: 860px; --smush-placeholder-aspect-ratio: 860\/560;width:708px;height:auto\" data-srcset=\"https:\/\/bostonchamber.com\/wp-content\/uploads\/2025\/07\/member-blog-photo-1.jpg 860w, https:\/\/bostonchamber.com\/wp-content\/uploads\/2025\/07\/member-blog-photo-1-300x195.jpg 300w, https:\/\/bostonchamber.com\/wp-content\/uploads\/2025\/07\/member-blog-photo-1-150x98.jpg 150w, https:\/\/bostonchamber.com\/wp-content\/uploads\/2025\/07\/member-blog-photo-1-768x500.jpg 768w\" data-sizes=\"(max-width: 860px) 100vw, 860px\" src=\"data:image\/svg+xml;base64,PHN2ZyB3aWR0aD0iMSIgaGVpZ2h0PSIxIiB4bWxucz0iaHR0cDovL3d3dy53My5vcmcvMjAwMC9zdmciPjwvc3ZnPg==\" \/><\/figure>\n<\/div>\n\n<style>\r\n    .cta-btn-wrapper{margin-bottom:2rem;margin-top:-10px;}\r\n<\/style>\r\n<section class=\"wysiwyg_block\">\r\n    <div class=\"container\">\r\n        <div class=\"row\">\r\n            <div class=\"col-lg-8\">\r\n            \r\n            <p><strong>Business owners should thus ask themselves the following questions before finding the right person or people to lead sales efforts:<\/strong><\/p>\n<ul>\n<li>If I were able to spend less time prospecting and servicing customers, what would that mean to the business in terms of how I could help other functions or focus on new initiatives that have been neglected?<\/li>\n<li>While I may enjoy selling, am I really the best salesperson in my industry?<\/li>\n<li>What would be the cost to the business of hiring a sales team? Could a sales team generate more new business than they would cost in total compensation and benefits?<\/li>\n<\/ul>\n<p>If you are an employee or outside consultant helping a business owner make the decision to build a professional sales organization, help them get over the emotional barrier first before attempting to persuade them with logical arguments about the aforementioned and related questions. Let them know that they can still be involved with customers and building the strategy that the sales team will implement on their behalf. Also help them envision positive emotional payoffs beyond simply more revenue. For example, do they really enjoy all of those sales trips and time away from business operations and their loved ones and hobbies? Once they can envision the positive personal benefits they can begin to evaluate the business issues with an open mind.<\/p>\n  \r\n            <\/div>\r\n        <\/div>\r\n    <\/div>\r\n<\/section>\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter size-full is-resized\"><img decoding=\"async\" width=\"860\" height=\"560\" data-src=\"https:\/\/bostonchamber.com\/wp-content\/uploads\/2025\/07\/member-blog-photo-2.jpg\" alt=\"\" class=\"wp-image-40765 lazyload\" style=\"--smush-placeholder-width: 860px; --smush-placeholder-aspect-ratio: 860\/560;width:708px;height:auto\" data-srcset=\"https:\/\/bostonchamber.com\/wp-content\/uploads\/2025\/07\/member-blog-photo-2.jpg 860w, https:\/\/bostonchamber.com\/wp-content\/uploads\/2025\/07\/member-blog-photo-2-300x195.jpg 300w, https:\/\/bostonchamber.com\/wp-content\/uploads\/2025\/07\/member-blog-photo-2-150x98.jpg 150w, https:\/\/bostonchamber.com\/wp-content\/uploads\/2025\/07\/member-blog-photo-2-768x500.jpg 768w\" data-sizes=\"(max-width: 860px) 100vw, 860px\" src=\"data:image\/svg+xml;base64,PHN2ZyB3aWR0aD0iMSIgaGVpZ2h0PSIxIiB4bWxucz0iaHR0cDovL3d3dy53My5vcmcvMjAwMC9zdmciPjwvc3ZnPg==\" \/><\/figure>\n<\/div>\n\n<style>\r\n    .cta-btn-wrapper{margin-bottom:2rem;margin-top:-10px;}\r\n<\/style>\r\n<section class=\"wysiwyg_block\">\r\n    <div class=\"container\">\r\n        <div class=\"row\">\r\n            <div class=\"col-lg-8\">\r\n            \r\n            <p>If the decision is made to move forward, the next steps involve assessing the specific jobs required and sourcing the talent to fill them. In many cases, particularly if the owner wants to continue to stay involved with sales in some capacity, a prudent first step is to hire an experienced individual contributor sales representative. Hiring someone from a competitor or with industry experience is important. Invest in training this person both in terms of product training and addressing any skills gaps they may have. Once the new hire is onboarded and productive, owners can determine if they need to hire a full-time sales manager and\/or more sales representatives. Alternately, if the company only needs to hire one person initially, a \u201cplayer-coach\u201d model can work in which the new hire handles not online frontline selling but also the sales management function in terms of reporting, working with marketing, etc.<\/p>\n<p>Regardless of what specific tactical approach is the best for a particular business, owners should realize that it\u2019s okay to both stay involved and seek help. Outside advisors like sales consultants, trainers, and coaches can serve as valuable, unbiased advisors. <span data-olk-copy-source=\"MessageBody\">While hiring a sales team is not always necessary for all small businesses, considering doing so\u2014and developing a thoughtful plan to make a determination\u2014is the right path for most.<\/span><\/p>\n  \r\n            <\/div>\r\n        <\/div>\r\n    <\/div>\r\n<\/section>\n\n<style>\r\n    .btn:hover:after {\r\n        transform: scaleX(1.05);\r\n    }\r\n<\/style>\r\n<div class=\"people-spotlight text-person color_theme\" id=\"ra_id_1753819207\">\r\n    <div class=\"container\">\r\n        <div class=\"row\">           \r\n            \t\t\t\t\t<div class=\"col-lg-9\">\r\n                <div class=\"\">\r\n                                            <h3 tabindex=\"0\">Meet the Author<\/h3>\r\n                                            <div tabindex=\"0\" class = \"text_description\">I help sales organizations improve performance via consulting, training, and coaching. In addition to my over twenty years of field sales experience, I hold an M.B.A. with a concentration in Marketing from Northeastern University, a B.A. in Political Science from Union College, and various professional certifications.<\/div>\r\n                        \r\n                                        <div class=\"btn-wrapper\">\r\n                                        <\/div>\r\n                <\/div>\r\n            <\/div>\r\n            <div class=\"col-lg-3\">\r\n                <div class=\"\">\r\n                                        <h4 tabindex=\"0\">Connect with Michael<\/h4>\r\n                                        <div class=\" ratio ratio-4x3 avtar-wraper\"><img decoding=\"async\" tabindex=\"0\" class=\"avtar lazyload\" data-src=\"https:\/\/bostonchamber.com\/wp-content\/uploads\/2025\/07\/salesorg.jpg\" alt=\" \" src=\"data:image\/svg+xml;base64,PHN2ZyB3aWR0aD0iMSIgaGVpZ2h0PSIxIiB4bWxucz0iaHR0cDovL3d3dy53My5vcmcvMjAwMC9zdmciPjwvc3ZnPg==\" style=\"--smush-placeholder-width: 650px; --smush-placeholder-aspect-ratio: 650\/400;\"><\/div>\r\n\t\t\t\t\t                    <h5 tabindex=\"0\" class = \"first_last\">Michael  D\u2019Aleo<\/h5>\r\n                    <p tabindex=\"0\" class=\"special-label position mb-0\">Founder &#038; Principal,<\/p>\r\n                    <p tabindex=\"0\" class=\"special-label company\">SalesOrg Solutions LLC<\/p>                   <div class=\"btn-wrapper\">\r\n                        <a class=\"btn secondary-cta btn-arrow\" href=\"mailto:mdaleo@salesorgsolutions.com\" tabindex=\"0\"><span class=\"icon\"><\/span>Email Michael<\/a>\r\n\t\t\t\t\t\t\t\t\t\t\t\t\t<a class=\"arrow-link\" href=\"https:\/\/www.linkedin.com\/in\/michael-d-aleo-1599272\/\" tabindex=\"0\"><span class=\"icon\"><\/span>LinkedIn<\/a>\r\n\t\t\t\t\t\t                    <\/div>\r\n                <\/div>\r\n\t\t\t\t<\/div>\r\n                                         \r\n        <\/div>\r\n    <\/div>\r\n<\/div>\r\n\r\n\n\n\r\n<div class=\"people-spotlight three-up\" id=\"ra_id_1678135702\">\r\n    <div class=\"container\">\r\n        <div class=\"three-up-heading-wrap\">\r\n        <h4 tabindex=\"0\">You May Also Be Interested In       \r\n        <\/h4> \r\n                <\/div>\r\n        <div class=\"row three-up-slider\">\r\n            <div class=\"col-lg-4 item\"><div class=\"content-wrapper\"><a href=\"https:\/\/bostonchamber.com\/news-insights\/?_news_insight=policy-insights&#038;_topic_filter=public-policy\"><h5 tabindex=\"0\" class=\"cat\">Public Policy<\/h5><\/a><div tabindex=\"0\" class=\"people-img avtar ratio ratio-16x9\"><img decoding=\"async\" tabindex=\"0\" class=\"avtar lazyload\" data-src=\"https:\/\/bostonchamber.com\/wp-content\/uploads\/2023\/08\/chamber-testimony-tax-image-1.png\" alt=\"business climate\" src=\"data:image\/svg+xml;base64,PHN2ZyB3aWR0aD0iMSIgaGVpZ2h0PSIxIiB4bWxucz0iaHR0cDovL3d3dy53My5vcmcvMjAwMC9zdmciPjwvc3ZnPg==\" style=\"--smush-placeholder-width: 650px; --smush-placeholder-aspect-ratio: 650\/400;\" \/><\/div><h3 tabindex=\"0\"><span class=\"hightlight\">Chamber Supports Lowering LLC Filing Fees for Small Businesses<\/span><\/h3><p class=\"special-label\"><\/p><div class = \"desc\">The Greater Boston Chamber of Commerce supports S.307, a bill to reduce LLC filing fees, easing financial burdens for small businesses.<\/div><div class=\"link-wrapper\"><a tabindex=\"0\" href=\"https:\/\/bostonchamber.com\/policy-insights\/chamber-supports-lowering-llc-filing-fees-for-small-businesses\/\" class = \"stretched-link\">Read Now<\/a><img decoding=\"async\" tabindex=\"0\" alt=\"arrow-go\"\r\n                                data-src=\"https:\/\/bostonchamber.com\/wp-content\/themes\/bostonchamber\/assets\/images\/linkedinarrow.svg\" src=\"data:image\/svg+xml;base64,PHN2ZyB3aWR0aD0iMSIgaGVpZ2h0PSIxIiB4bWxucz0iaHR0cDovL3d3dy53My5vcmcvMjAwMC9zdmciPjwvc3ZnPg==\" class=\"lazyload\" \/><\/div><\/div><\/div><div class=\"col-lg-4 item\"><div class=\"content-wrapper\"><a href=\"https:\/\/bostonchamber.com\/news-insights\/?_news_insight=thought-leadership\"><h5 tabindex=\"0\" class=\"cat\">Thought Leadership<\/h5><\/a><div tabindex=\"0\" class=\"people-img avtar ratio ratio-16x9\"><img decoding=\"async\" tabindex=\"0\" class=\"avtar lazyload\" data-src=\"https:\/\/bostonchamber.com\/wp-content\/uploads\/2024\/10\/shop-small-saturday-feature-image.jpg\" alt=\"A Guide to Shop Small Saturday in Greater Boston\" src=\"data:image\/svg+xml;base64,PHN2ZyB3aWR0aD0iMSIgaGVpZ2h0PSIxIiB4bWxucz0iaHR0cDovL3d3dy53My5vcmcvMjAwMC9zdmciPjwvc3ZnPg==\" style=\"--smush-placeholder-width: 650px; --smush-placeholder-aspect-ratio: 650\/400;\" \/><\/div><h3 tabindex=\"0\"><span class=\"hightlight\">Celebrating Small Business Week: Honoring Greater Boston&#8217;s Finest\u00a0<\/span><\/h3><p class=\"special-label\"><\/p><div class = \"desc\">As we celebrate Small Business Week, it&#8217;s the perfect time to recognize 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data-src=\"https:\/\/bostonchamber.com\/wp-content\/themes\/bostonchamber\/assets\/images\/linkedinarrow.svg\" src=\"data:image\/svg+xml;base64,PHN2ZyB3aWR0aD0iMSIgaGVpZ2h0PSIxIiB4bWxucz0iaHR0cDovL3d3dy53My5vcmcvMjAwMC9zdmciPjwvc3ZnPg==\" class=\"lazyload\" \/><\/div><\/div><\/div>        <\/div>\r\n    <\/div>\r\n<\/div>\r\n","protected":false},"excerpt":{"rendered":"<p>Discover when and how small business owners should hire sales professionals to scale growth, ease workloads, and unlock new strategic potential.<\/p>\n","protected":false},"featured_media":40764,"parent":0,"menu_order":0,"template":"","meta":{"content-type":"","inline_featured_image":false},"tags":[53,100],"class_list":["post-40762","thought-leadership","type-thought-leadership","status-publish","has-post-thumbnail","hentry","tag-small-business","tag-thought-leadership"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.8 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ 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