Blog Layout

What is a Fractional Sales Manager? Is Fractional Sales Management Right for Me and My Company?

Evan Polin • November 28, 2022
The Key to Improving Your Sales Results, sales results, improving sales

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. 


  1. 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?
  2. Have you hired several salespeople who just haven’t worked out?
  3. Do you get frustrated when your salespeople tell you that everything is great, but you just aren’t seeing the results?
  4. 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?
  5. 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.

Schedule a Time for a

Free Consultation

Contact Us

You might also like

Sales Goals and Business Development Plans
By Evan Polin October 20, 2023
Unlock growth: Discover the crucial link between sales goals and business development for success.
Sales Coaching
By Evan Polin October 20, 2023
Discover how Sales Coaching empowers seasoned service pros. Elevate your skills and drive success. Explore now!
By Evan Polin October 20, 2023
As the end of the year approaches, the pressure to meet and exceed sales goals intensifies. It's a critical juncture where strategic planning and focused execution can make all the difference between accomplishing your sales goals and falling short of your goals. In this article, we'll delve into sales strategies that can propel you towards hitting your goals, ensuring that you not only finish the year strong but set the stage for a successful 2024. 1. Reflect and Reframe: Start by reflecting on your year so far. What worked well and what didn't? Examine the new clients you have brought in this year. How did you get in front of those opportunities? Which prospecting activities converted into new business? Use this insight to reframe your prospecting approach for the remaining months. Sometimes, a small pivot in strategy can yield significant results. 2. Segmented Targeting: Focus your efforts on high-priority segments. Identify the most lucrative market niches or customer profiles and tailor your sales approach to address their specific needs. Are there industries that may be more receptive to your message at the end of the year? Are you looking at the different services you provide and seeking out your ideal prospects? A targeted sales strategy often yields better returns than a broad, one-size-fits-all approach. 3. Leverage CRM Data for Upselling: Your CRM data is a goldmine. Participate in a true account management exercise with the companies in your database. Identify opportunities for upselling or cross-selling based on past interactions and transactions. Existing customers are often more receptive to additional offerings, and this can significantly boost your revenue and your reach within your current client base. 4. Strategic Partnerships for Mutual Growth: Explore strategic partnerships that can complement your offerings. This collaborative approach can open new avenues for business, expand your reach, and create a win-win situation for both parties involved. 5. Intensify Client Engagement: Strengthen relationships with existing clients. Schedule check-ins, seek feedback, and showcase the value you've provided throughout the year. Satisfied clients are more likely to become repeat customers and advocates for your brand. 6. Empower Your Sales Team: Ensure your sales team is equipped for success. Provide additional training, set clear goals, and foster a supportive environment. Motivated and well-prepared teams are more likely to meet and exceed targets. The year-end is not just a countdown; it's an opportunity to strategically position yourself for success. By adopting these sales strategies, you can maximize your efforts, overcome challenges, and achieve your sales goals before the year closes. Remember, the right mix of reflection, targeted approaches, and team enablement can pave the way for a strong finish and set the stage for an even more successful year ahead. If you are interested in learning about how you and your team can be more effective maximizing your sales results before the end of the year, please reach out to Polin Performance Group by emailing us or calling us at 215-970-2360 .
More Posts
Share by: