When Is the Right Time to Hire a Fractional Sales Manager?

October 27, 2021

The term “sales manager” evokes a lot of images—a frightening, glowering presence that instills fear in the hearts of employees. In reality, though, not all sales managers fit this image. In fact, there is a type of sales manager that isn’t one bit intimidating or scary—the fractional sales manager. Do you need one?

Most salespeople enjoy freedom and control, but they’re not detail-oriented. In fact, they spend most of their time outside the office. However, having a successful sales team will need an organized and disciplined approach that many business owners and salespeople struggle with.

This is where a fractional sales manager may come in. This manager will take care of all the details and organization to ensure your business brings the results it needs.

How Do They Benefit an Organization?

A fractional sales manager will also have an outsider perspective that can support your company’s problem-solving. An experienced fractional sales leader can shed light on problems you may have overlooked along the way. Trust that they can identify solutions. Even if they don’t know everything about your company or industry, they have a deep understanding and knowledge of sales strategies, systems, processes, and so on.

Besides organization and discipline, you can count on them for strategy. The good thing is that they usually have a support team that can implement strategy quickly and efficiently.

Another thing is when you’re thinking about whether you need one for your business, you can save more money with a fractional sales manager. This is because you really don’t need to onboard them, and they usually offer other services like hiring, onboarding, and many more.

What to Consider When Looking for a Fractional Sales Manager?

Here are some things you need to look for in a fractional sales manager:

  • Experience: You need a manager that has experience leading people. They need to have strong fundamental leadership skills because the salespeople in your company are the ones that are more challenging to lead and manage. A good fractional sales manager should demonstrate experience in leading people and must possess unique skills for effective management.
  • Sales management process: A fractional sales manager candidate must have a proven sales management process. The process must include essential elements, such as capturing metrics around activities and identifying and tracking leading activities, indicators, and behaviors.
  • Marketing and lead generation: A good fractional sales manager must have experience in marketing and lead generation that will help you be clear on your target market, shape sales messages, and so on.

Boost Your Sales Team

Remember, the number one job of a fractional sales manager is to drive the company’s sales initiatives. You will have a person focused on driving the right activities that will bring the results you want. So, the next time you ask yourself whether you need a fractional sales manager, use this information to help you make the right decision. It’s likely you need one when you start asking yourself such questions.

The Sales Group offers fractional marketing throughout North America. Let us help drive results to your business. Contact us today!

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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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