In this week’s digest, we explore mistakes business owners commonly make when exiting their companies, provide tips about how entrepreneurs can develop relationships with private equity firms and explain what a platform acquisition. [Read more…]
Reassuring Employees After a Tragedy
Recent events in Dallas, Orlando and Baton Rouge have left many managers wondering what to say or do while at work. Tragedy, whether due to a natural disaster or manmade, creates an aftermath that affects everyone, everywhere, including the workplace.
Ignoring how employees are feeling after such events is not a good option. Employees will be talking about the event, with or without you. This is your chance to make sure the conversation doesn’t distract from productivity long-term.
What can and should company leaders do? The good news is plenty of options exist. [Read more…]
M&A Digest – June 24, 2016
This M&A Digest features a three-part series that breaks down the selling process into three steps. Then, we examine data for M&A activity in the lower middle market and what types of buyers are purchasing these LMM businesses. [Read more…]
Need More Sales? Establish Quotas, Compensation Packages
It may seem obvious, but setting quotas for the sales team is the best way to grow your company’s revenue. Yet less than 50 percent of middle market companies establish quotas and compensate accordingly, says the National Center for the Middle Market (NCMM) at Ohio State University.
The center found that companies with sales quotas produced revenue gains by more than 10% compared to slower-growing organizations.
While you, the entrepreneurial head of the company, may dread the thought of committing to a sales structure, your salespeople will perform better if expectations are set and clearly communicated. This requires not only sales quotas but also a well-designed compensation program.
Here are some tips on getting sales quotas and sales compensation right. [Read more…]
M&A Digest – June 10, 2016
This week, we explore several popular questions about mergers and acquisitions activity. Click on each article headline to read the full piece.
Are Buyers Interested in Smaller Companies?
Data from the first quarter of 2016 compiled by CMF Associates provides a clear answer as to whether buyers have any interest in smaller businesses. [Read more…]
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