How Does Polin Performance Group Implement its Fractional Sales Management Services?

A fractional sales manager is a new concept for many business owners, and the first question I am asked is, “What is included with fractional sales management services?” 

Below are the services Polin Performance Group includes when acting as a fractional sales manager for organizations.

1. Organizational Review

A review of the current state of the sales function of the company with the business owner.  We will look at the current sales results, goals that the owner has for the organization, and the gaps or challenges that are keeping the organization from increasing sales.  Those gaps may include challenges with staff, strategy, skill, or support. We will provide a SWOT Analysis from a sales perspective for the organization.

2. Sales Assessments

Polin Performance Group will administer an online sales assessment to every individual who is involved in a sales function for the organization.  In addition to reviewing the results of the assessments with everyone, we will review the sales plan for the organization.  We will report our findings to the owner along with recommendations of what is needed to maximize sales.

3. Developing Metrics to Measure Success

Polin Performance Group will work with you to help determine what sales metrics should be measured, create sales benchmarks to help you track your progress, and analyze big picture sales results.  We will examine not only the end results that you would like to achieve (which your salespeople may not be able to control), but behavior goals (which can be controlled) that should be tracked and measured on a weekly basis.

4. Building or Evaluating the Sales Plan

Polin Performance Group will evaluate the written plan that you have in place (if there is one) or we will help you create a plan based around your company’s goals. We will help you determine SMART goals to help you realize real world sales results.

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5. Tracking Sales Activity on a Weekly Basis

Polin Performance Group will track your salespeople’s sales activities on a weekly basis.  The salesperson/ salespeople will report their behavior to us weekly, and we will provide coaching based on the results (or lack of results) that we are seeing from your team.  After we review the results, we will meet with you to provide updates and recommendations to help the team move forward and achieve their sales goals.

6. Tracking the Sales Pipeline

Polin Performance Group will track the sales pipeline on a weekly basis.  We will coach your team when opportunities in the pipeline stall and we will provide guidance to help shorten the time from when a prospect first enters the sales funnel to when the sales opportunity is closed.  We will also make sure that your sales team stays on track to keep the pipeline full to ensure that your people achieve their goals.

7. Strategizing Sales Opportunities

Polin Performance Group will meet with your salespeople regularly to provide tactical advice to help them close more deals and close them quicker.  We will provide advice in real-time to help them qualify or disqualify their current opportunities.  We will ensure that they are maximizing each opportunity and developing a process to increase their effectiveness when it comes to closing deals.

8. Coaching for the Sales Team and the Business Owner

Polin Performance Group will provide training and coaching for your salespeople to increase their effectiveness.  We will help them develop a strategic approach to sales which will provide them with a framework for ways to prospect more effectively, and we will coach them on best practices to efficiently qualify new sales opportunities.  We will also work with your team to teach them methods to effectively leverage their contacts and relationships to

cross-sell, upsell, and increase business through proactively asking for referrals.

9. Tracking Results

Polin Performance Group will track the results of the sales efforts, and we will tie the results to the metrics (goals) we identified at the beginning of the engagement to your overall sales goals. We will review the results with you on a regular basis to determine what modifications need to be made to optimize your organization’s sales results.

10. C-Level Advisor

Polin Performance Group can provide you with an outside perspective to help you benchmark your growth against similar organizations and we will provide ongoing advice to you and your organization.  We will provide you with guidance and act as a sounding board to help you solve problems and grow your business.

If you would like to schedule a free consultation to determine if our fractional sales management services can help your business achieve its’ sales goals, please reach out and schedule a call.

In addition, if you don’t currently have a salesperson in place and would like guidance from us to help you get started, please give us a call.

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Polin Performance Group provides real-world sales solutions through sales coaching, sales training, business development workshops and speaking engagements. We give you and your team the sales skills needed to maximize sales performance and increase revenue. Let's talk about your sales challenges and together we'll figure out the best solution for your business growth goals. Contact us today.

We provide tactical advice to help your team close more deals... and close them quicker.