How to Support New Sales Hires

I’ll be real. Finance used to feel like the boring side of business. But the deeper we’ve gone, the more I’ve realized the numbers tell the story. In this one, Chris and I sit down with Jim Emerich of Backbone CFO to talk about how to turn financial chaos into clarity, and clarity into growth.

Jim breaks down what most owners get wrong about money, how to build incentive comp that actually pays, and why mastering cash flow is the key to scaling without stress.

Thanks for Listening, Brandon

Key Takeaways

[00:01:00] Why finance isn’t boring, it’s your growth engine
[00:06:00] Ambition vs. contentment, the mindset that keeps you sane
[00:10:45] Incentive comp that motivates and pays out
[00:17:30] Open-book management and the power of transparency
[00:25:40] Avoiding the owner’s draw trap
[00:32:00] Lifestyle business vs. enterprise value
[00:38:50] Pricing, margins, and funding real growth
[00:45:10] Building a business banks and buyers love
[00:52:00] Final gut check, are you the constraint

Did you know...

Only 30% of businesses listed for sale actually find a buyer? Even more striking, just 10% of those sell for the price their owners anticipated or higher, meaning only 3% of all business owners achieve their desired sale price. By focusing on understanding and enhancing your enterprise value, you can significantly boost your chances of joining that successful 3%.

Business Health & Value Assessment

Start Assessment Know Your Enterprise Value. See Your Potential Gaps.

Complete this assessment in less than 15 minutes and receive a free assessment for your business that includes:

• A Lite Valuation Of Your Business
• Your Value Multiplier Per Your Industry
• Health Assessment Per Our PYB Methodology
• Business Value & Growth Roadmap Tailored For You
• Value Acceleration Strategies

Spotlight on Floodlight: Your Secret Weapon for Sales & Scaling

This isn’t a paid plug. It’s real talk from the front lines. If you’ve ever thought, “How do I get a VP-level sales leader or even a sales team without hiring full-time?” Floodlight has the answer.

Fractional Sales Leadership

• They act as your outsourced VP of Sales, taking full responsibility for training, managing, and growing your sales team. No six-figure hire needed.

• Clients often close 20 to 50 percent more deals within six months, thanks to data-driven coaching, CRM setup, scripts, and performance reviews.
  More at floodlightgrp.com/sales

Commercial Sales MasterCourse

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• Covers mindset, prospecting, pipeline building, LinkedIn lead generation, and includes a $250 discount with code SALESBOOST.
  Details at floodlightgrp.com/courses

Tailored Consulting & Coaching

• Floodlight’s Propel Your Business methodology offers a full-circle roadmap: financials, sales, marketing, leadership, recruiting, productivity. All built for contractors.

• These aren’t “life coaches.” They’re former restoration owners who’ve lived the chaos and know how to scale out of it.
  Explore more at floodlightgrp.com

Live Training, Tools & Strategic Partnerships

• Floodlight also delivers live onsite and virtual training, keynote speaking, and leadership tracks covering operations, project management, and strategic growth.

• Bonus: They’ve vetted tools like Xcelerate, Liftify, and Sureti. Floodlight clients get access to exclusive discounts on tech that actually moves the needle.
  See all partnerships at floodlightgrp.com/partners

Why it matters for you as a listener

• You don’t need to figure this stuff out alone.

• If you’re serious about sales growth, operational clarity, exit readiness, or leadership development, Floodlight is already helping folks like you scale smarter.

• And you get it from industry insiders. People who’ve sat in your chair, survived the fires, and built systems that actually work.