Greg Romanzo on Hiring, Training, and Retaining Sales People in a Commoditized Business

Greg Romanzo and his partners spent 17 years growing a freight forwarding business. As the company expanded to 200 employees, the partners faced a realization: their decisions now impacted 200 families. This responsibility became overwhelming, and they decided to sell. In this episode, you’ll discover how to:

  • Avoid the lifestyle company trap.
  • Protect your business model in the face of changes in your industry.
  • Create a great culture with multiple owners.
  • Incentivize your employees to play the long game.
  • Compete in a commoditized industry.
  • Know when a sales person is likely to stay.
  • Sell a “middleman” business.
  • Distinguish between an LOI and a SPA.

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