# 7 Steps for Manufacturing Leaders to Take Off the Sales Hat w/ Mike Huey

- Show: [The Manufacturing Executive](https://hardwarepodcasts.com/podcast/the-manufacturing-executive)
- Published: 2026-05-26
- Episode: 311
- Page: https://hardwarepodcasts.com/podcast/the-manufacturing-executive/2026-05-26-7-steps-for-manufacturing-leaders-to-take-off-the-sales-hat-w-mike-huey
- Listen: https://www.spreaker.com/show/the-manufacturing-executive#episode-8ab9ebc3-fe00-49bc-8a98-d0d3f34f3e71

## Summary

Mike Huey, owner of Scalable Sales Solutions, outlines a seven-step framework to help manufacturing leaders transition from founder-led sales to a scalable system. He argues that owners often cling to the 'sales hat' because they lack the systems to delegate, a problem that persists until a company reaches approximately $2 million in revenue. The framework includes establishing a sales process and playbook, implementing lead generation and CRM systems, designing incentive-based compensation, recruiting A-players, and creating rigorous onboarding and management protocols.

## Chapters

- [0:35](https://hardwarepodcasts.com/podcast/the-manufacturing-executive/2026-05-26-7-steps-for-manufacturing-leaders-to-take-off-the-sales-hat-w-mike-huey#t=35) Introduction: Mike Huey and the Founder Sales Trap
- [6:13](https://hardwarepodcasts.com/podcast/the-manufacturing-executive/2026-05-26-7-steps-for-manufacturing-leaders-to-take-off-the-sales-hat-w-mike-huey#t=373) The 7-Step Framework Overview and Revenue Thresholds
- [8:01](https://hardwarepodcasts.com/podcast/the-manufacturing-executive/2026-05-26-7-steps-for-manufacturing-leaders-to-take-off-the-sales-hat-w-mike-huey#t=481) Step 1: Sales Process and Playbook Development
- [11:30](https://hardwarepodcasts.com/podcast/the-manufacturing-executive/2026-05-26-7-steps-for-manufacturing-leaders-to-take-off-the-sales-hat-w-mike-huey#t=690) Step 2: Lead Generation Systems and Marketing Spend
- [21:00](https://hardwarepodcasts.com/podcast/the-manufacturing-executive/2026-05-26-7-steps-for-manufacturing-leaders-to-take-off-the-sales-hat-w-mike-huey#t=1260) Step 3: CRM Adoption and Accountability
- [24:24](https://hardwarepodcasts.com/podcast/the-manufacturing-executive/2026-05-26-7-steps-for-manufacturing-leaders-to-take-off-the-sales-hat-w-mike-huey#t=1464) Step 4: Compensation Structures and Incentives
- [28:35](https://hardwarepodcasts.com/podcast/the-manufacturing-executive/2026-05-26-7-steps-for-manufacturing-leaders-to-take-off-the-sales-hat-w-mike-huey#t=1715) Step 5: Recruiting A-Players vs. Industry Veterans
- [35:18](https://hardwarepodcasts.com/podcast/the-manufacturing-executive/2026-05-26-7-steps-for-manufacturing-leaders-to-take-off-the-sales-hat-w-mike-huey#t=2118) Step 6: 90-Day Onboarding and Accountability
- [38:43](https://hardwarepodcasts.com/podcast/the-manufacturing-executive/2026-05-26-7-steps-for-manufacturing-leaders-to-take-off-the-sales-hat-w-mike-huey#t=2323) Step 7: Sales Management and Coaching Systems

## Topics

- [Leadership, teams & culture](https://hardwarepodcasts.com/topic/leadership-and-culture)
- [Hiring & workforce](https://hardwarepodcasts.com/topic/hiring-and-workforce)
- [Pricing, margins & unit economics](https://hardwarepodcasts.com/topic/pricing-and-unit-economics)
- [Marketing & brand](https://hardwarepodcasts.com/topic/marketing-and-brand)

## Most relevant to

companies scaling up

## Mentioned

- Scalable Sales Solutions (company)
- Gorilla 76 (company)
- Salesforce (tool)
- HubSpot (tool)
- QuickBooks (tool)

## Related episodes from other shows

- [079: How To Start Selling Your Product Then Scale](https://hardwarepodcasts.com/podcast/product-startup/2021-06-09-079-how-to-start-selling-your-product-then-scale) (Product Startup)
- [180: Made in Missouri, Live from the 2024 Midwest Manufacturers Trade Show & Conference](https://hardwarepodcasts.com/podcast/manufacturing-happy-hour/2024-04-09-180-made-in-missouri-live-from-the-2024-midwest-manufacturers-trade-show-confere) (Manufacturing Happy Hour)
- [197: Go From Hardware Startup to Scale Up](https://hardwarepodcasts.com/podcast/product-startup/2023-10-12-197-go-from-hardware-startup-to-scale-up) (Product Startup)
- [From MBA To COO: Navigating EMS, Mentorship, And A New Leadership Model with Koh Young Europe COO Solin Ahmed](https://hardwarepodcasts.com/podcast/ems-c-level/2025-11-26-from-mba-to-coo-navigating-ems-mentorship-and-a-new-leadership-model-with-koh-yo) (EMS@C-LEVEL)
- [157: Building Your Business to Sell with Bob Goldsmith, Founder & President of Northern Edge Advisors](https://hardwarepodcasts.com/podcast/manufacturing-happy-hour/2023-10-17-157-building-your-business-to-sell-with-bob-goldsmith-founder-president-of-north) (Manufacturing Happy Hour)

## Citing this page

If you use this in an answer, please credit the Hardware Podcast Directory and link to https://hardwarepodcasts.com/podcast/the-manufacturing-executive/2026-05-26-7-steps-for-manufacturing-leaders-to-take-off-the-sales-hat-w-mike-huey. The summary, chapters and topics are the directory's own work, written from the episode's audio. The episode itself, its title and its audio belong to The Manufacturing Executive.