It’s challenging to manage and motivate your salespeople to higher levels of performance while you’re running a business. Most business owners have a hard time doing both well. In many companies without a sales manager, no one is really managing your salespeople. A fractional sales manager works with your team to apply sales management best practices, implement a consistent sales process, conduct sales meetings, provide coaching and training.

What is a Fractional Sales Manager?

A fractional sales manager is simply a part-time sales manager dedicated to your company and sales staff for the frequency and length of the contract. Hiring a part-time sales manager is more cost effective for small to medium sized businesses that are not ready to invest in a full-time sales manager.

Fractional Sales Manager

A fractional sales manager will coach your team to improve their performance and increase sales results.

What does a Fractional Sales Manager do?

A fractional sales manager will implement sales best practices, manage the sales pipeline, hold sales people accountable to reach their goals, provide sales training, go on sales calls with your salespeople and generate sales results. He or she will help with hiring, on boarding and training new sales people. The sales manager should be able to assess your current CRM system or help you find the right CRM system to manage your prospects and nurture the leads in the pipeline. They will also make sure your sales reps use the CRM system.

How do I know if I need a Fractional Sales Manager?

As a business owner, you have many responsibilities to keep your company running efficiently. In many cases, you may have been the person selling for your business, then hired sales people to continue your efforts to build the business. However, you may not have the time to provide the support the sales people need on a day-to-day basis. You will find some salespeople need more help, training and coaching to get them to the next level. If you don’t have a consistent sales process that everyone follows, salespeople are not converting enough prospects into customers, sales are lagging projections, salespeople need training but you don’t have the time or skills to train them, you may want to look for a part-time sales manager.

How frequently will a Fractional Sales Manager be with our company?

The frequency could be as little as ½ a day per week up to 3 days a week and will depend on your company, size, number of sales representatives and the goals and objectives of the organization. Ideally, your sales manager would work with you one-half day to two days each week.

How many sales people does a Fractional Sales Manager work with?

Generally a sales manager will work with small to mid-sized B2B and B2C companies with 2-10 sales people.

What are the advantages of having a Fractional Sales Manager?

  1. Reduce sales turnover.
  2. Get sales management expertise and best practices at a price you can afford. It costs much less to hire a fractional sales manager than it does to hire a full-time sales manager. This is a good way to bridge to gap and get you to the next level of growth.
  3. Provide sales coaching and training.
  4. Return on investment. Increased sales will pay for the investment of hiring a part-time sales manager.

What are the disadvantages of a Fractional Sales Manager?

  1. The biggest disadvantage is not having a sales manager working with your sales team every day. Although some fractional sales managers may provide phone and email access to your salespeople even when they are not there.
  2. Another disadvantage is the length of time it may take to implement a strategic sales plan if the fractional sales manager is only hired to work two days a month. It may take a little longer to achieve the desired results.

What services should a Fractional Sales Manager provide?

  1. Develop a consistent and repeatable sales process
  2. Implement sales best practices
  3. Implement CRM solution and customize to your sales process and get your sales team to use the CRM solution
  4. Manage lead pipeline, sales forecasting and help salespeople close sales
  5. Evaluate current sales team
  6. Provide sales coaching, training and accountability
  7. Explore additional sales opportunities
  8. Conduct sales meetings
  9. Increase sales performance and results
  10. Provide sales reports to business owner

Bottom line, hiring a fractional sales manager will help you get to the next level, improve the performance of your team and increase sales results.

Shelly Pereira is a Fractional Sales Manager, Sales Coach and Trainer with Verance Consulting.