Do I need a Fractional/SALESvp? 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/SALESvp works with your team to apply sales management best practices, implement a consistent sales process, conduct sales meetings, provide coaching and ongoing support.
What is a Fractional/SALESvp? A Fractional/SALESvp 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.
What does a Fractional/SALESvp do? A Fractional/SALESvp 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/SALESvp? 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/SALESvp be with my 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 salespeople will a Fractional/SALESvp work with? Generally, a sales manager will work with small to mid-sized B2B and B2C companies with 2-10 sales people.