Fractional Sales Management Services
Fractional sales management provides part-time, high-level sales leadership for companies that do not need—or are not ready to invest in—a full-time VP of Sales. We step into your business and act as your sales leader, managing your sales team, optimizing processes, and ensuring that your company's sales efforts align with broader business goals.
Fractional Sales Management Defined
1. Definition:
- Fractional Sales Management involves hiring a part-time fractional sales manager or executive to provide hands-on leadership and oversight of a company's sales team. We will work on a regular, ongoing basis but for fewer hours or days than a full-time manager.
2. Scope and Engagement:
- As your fractional sales manager we take on a direct leadership role within the organization, managing the day-to-day sales operations, overseeing the sales team, and executing the sales strategy.
- Our contract length is usually long-term or medium-term, defined as 3 months to ongoing year over year. Typically we work a set number of hours or days per week or month, becoming an integrated part of the organization. All will be identified and established at the very offset of the needs assessment.
3. Purpose and Benefits:
- We provide ongoing, hands-on management and oversight without the cost of a full-time hire.
- Our ideal customer would be a small to medium-sized business that desires sales growth, a sales process, or needs sales leadership to manage their team. Most of our clients are working with a specific budget that mitigates their ability to hire a full-time sales manager.
- Our fractional manager takes responsibility for the execution of sales plans, performance management, coaching, and daily sales activities.
- Our fractional sales manager can also work with and train your tenured sales reps to eventually work their way into a leadership role.
4. Typical Activities:
- Leading the sales team and managing individual sales representatives.
- Developing and implementing sales strategies.
- Conducting regular sales meetings, reviews, and performance evaluations.
- Providing coaching, mentorship, and training to improve sales performance.
- Working directly with clients or overseeing key accounts.
5. Best Suited For:
- Companies that desire ongoing, hands-on leadership and management of their sales function to work alongside or in place of a full-time sales manager. This option provides consistent oversight and execution of sales strategies, aligning with day-to-day sales operations until goals are achieved. Our clients also could maintain the SalesHunter relationship based upon their long-term needs and sales structure.
Aspect
Fractional Sales Management
Role
Acts as a part-time, ongoing sales manager, directly managing sales teams
Engagement duration
Long-term or medium-term, ongoing relationship
Integration Level
High integration into the company’s day-to-day operations
Focus
Day-to-day sales management, scalability, execution of strategies along with analysis, diagnosis, strategy development
Cost Structure
Generally billed on a Monthly recurring payment - retainer - Hourly rate
Hands-on Management
Provide “hands-on” management with high level accountability parameters involved
Expertise Utilization
Directly implements a plan for sales scalability, or performance improvement