What is a Fractional Sales Manager? Is Fractional Sales Management Right for Me and My Company?
If you answer yes to any these questions, it might be time to consider a fractional sales manager and learn what fractional sales management can do for your company.
- Are you a business owner who is frustrated because you are the number one salesperson in your organization and you can’t seem to find a salesperson who can match your level of production?
- Have you hired several salespeople who just haven’t worked out?
- Do you get frustrated when your salespeople tell you that everything is great, but you just aren’t seeing the results?
- Do you have a gut feeling that you should be watching the sales part of your organization more closely, but you just don’t have the time or bandwidth to manage the sales team?
- Would you like help getting more production out of your sales team, but you just don’t have the budget for a full-time Sales Manager or Vice President of Sales?
A fractional sales manager is a professional who provides high-level fractional sales management and leadership to a small business at a monthly expense that is often less than half of what a full-time sales manager would cost. They have the experience to manage the sales team and provide a company with sales management expertise without the expense of hiring a full-time sales manager. Plus, they will pull from a variety of experiences to provide best practices for a company - using an innovative perspective - that will offer the company additional insight into ways to achieve better results from their salespeople.
Some of the functions that seasoned fractional sales management can provide include:
- High level strategy to ensure that the day-to-day sales activities match the direction that the owner wants to take the business in.
- Sales pipeline management. A good fractional sales manager will review the sales pipeline on a weekly basis and coach the team to effectively move deals to a conclusion (which will shorten the sales cycle and provide more accurate forecasting for the organization).
- Sales coach for the sales team. A good fractional sales manager will help fill knowledge gaps that might be keeping the team from being more successful.
- Facilitate regular sales meetings
- Impart guidance and best practices around hiring new salespeople
- Develop an on-boarding program if you decide to hire new salespeople
- Provide a high-level overview into the sales portion of the organization for the owner
When a company hires fractional sales management, the business should expect to drastically increase sales results while minimizing risk.
The owner of the business will gain a valuable member of their management team. In addition, the owner of the business will be freed up to focus on ways to improve other areas of their business. For some companies, hiring a fractional sales manager is a long-term solution to help them achieve the sales results they are looking for. For other companies, the fractional sales manager fills a valuable role until the company grows to a point where they need, and can afford, to hire a full-time sales manager or VP of sales.
If you have additional questions about fractional sales management, or if you want to explore if a fractional sales manager can help you grow your business, please contact us to schedule a call.
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.
When a company hires fractional sales management, the business should expect to drastically increase sales results while minimizing risk.
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