How Fractional Sales Management Benefits a Small Business

November 23, 2022

A fractional sales manager is someone who can come into your business and help with sales-related tasks on a part-time consulting basis. They can help with things like setting goals and plans for sales, coaching sales employees, implementing corrective measures, and more. This can be a great way to get help with sales if you don't need or need a full-time sales manager.

Weighing Advantages and Disadvantages

There are some cons to hiring part-time consultants as well. They may be less available than full-time employees and may have different commitments to the organization. There is also the potential for a conflict of interest if the consultant works for other organizations in the same industry.

The main downside to having a fractional sales employee is that they may only sometimes be available when you need them. This can be difficult in work environments where people just start out and need someone to answer their questions immediately.

However, sales management professionals try to give the remaining employees the skills and knowledge they need to be successful on their own. The benefit of having a lower-cost employee who may not always be available is particularly ideal for smaller companies that cannot justify the expense of a full-time employee.

Why Consider Fractional Sales Management

A sales plan is essential for any business that wants to be successful. With a plan, a company will likely make sales and generate revenue. A sales plan provides a roadmap for a company to drive sales and grow its business. It is crucial for businesses to have a clear and concise sales plan to achieve their goals.

Your fractional sales manager can take care of the following:

  • Hiring and training new salespeople
  • Setting sales goals and quotas
  • Analyzing sales data
  • Creating sales incentives
  • Developing sales strategies
  • Coaching and motivating existing sales staff
  • Managing customer relationships

A fractional sales manager is someone who comes in and helps to improve your sales strategy and processes. They work with you to create a plan that targets new customers and allows you to increase your profits. This can be a great way to improve your business without hiring a full-time sales manager.

Reminders When Hiring a Fractional Sales Manager

1. Figure out what you need from the sales official–what are the duties and tasks that need to be completed?

2. Make sure that the sales official can complete those tasks and is qualified for the job.

3. Consider if the sales official is a good fit for your company’s culture–will they get along with the other employees and customers?

4. You’ll also want to think about pay and hours–how much do you want to pay the sales official, and what are their hours of availability?

You must keep your manager in the loop regarding your team's decision-making process to avoid any potential misunderstandings. Fractional sales management means hiring a professional sales manager to help improve sales and grow the business. This can be a good option for small businesses that need help with sales but can't afford to hire a full-time sales manager.


Fractional sales management can be an excellent solution for small businesses that want to improve their sales performance but don't have the bandwidth or resources to do so internally. By hiring a fractional sales manager, companies can get the expertise and guidance they need to drive results without investing in a full-time employee. If you're considering fractional sales management for your small business, be sure to do your research and find a reputable provider who can help you achieve your goals.

Are you planning to hire an outsourced sales team? Turn to the Sales Group, a professional sales consultancy and outsourcing firm that provides sales advisory services to organizations throughout North America. Work with us!

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Donna Gliha, Chief Sales Officer / President

A proud nominee of the 29th Annual  RBC Canadian Women Entrepreneur Awards

Alyssa Huizenga
Director, Business Development

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