Outsourced Sales Management

We Wear The Sales Management Hat For Business Owners

Who Don't Have The Time Or Strategy To Do So Themselves

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Fractional Sales Management

For Startups and Small Business


  As it becomes more popular, most small business owners have heard the term “Fractional Sales Management” or “Outsourced Sales Management.”

  Many small businesses already outsource several areas of their business – although they may not consider it “outsourcing.” They outsource their accounting, their HR, their legal and even cleaning their building.

  But what exactly is Fractional Outsourced Sales Management, and how does it work?

First, to avoid confusion the Fractional Sales Model most people refer to is not the same as Fractional Sales Management. 


  A Fractional Sales Model is often used by property investment companies who sell shares in a property portfolio in return for a share of the rental income. 


  Fractional Sales Management is hiring a part-time VP of Sales responsible for sales and growth.           


  Companies benefit by having an experienced sales leader with a proven track record that they could not normally afford, especially for Start Ups or those at an early stage of their business.


  A fractional sales leader is a shortcut you can take to grow sales until your business has the revenue and requirement for a full-time head of sales. They can also help you with your B2B marketing team structure.

A Fractional VP of Sales is an outsourced C-level executive who works part-time for your business. 

 They’re typically very experienced in sales and are responsible for:

·     Creating and implementing or revamping your Sales Process.

·     Building a Lead Gen system that works.  

·     Revamping your Website to make sure it matches the Sales Process.

·     Launching or streamlining a CRM like HubSpot or Salesforce.

·     Coaching Sales Managers and/or Sales Reps.

·     Putting accountability systems in place to make sure the Sales Process is followed, the CRM is being used correctly, and to improve Sales Rep’s appointment and close rates.


 A Fractional VP of Sales is part-time Sales Management, and varies from days per week or per month depending on the client's objectives.

Fractional Sales leadership costs much less than hiring your own VP of Sales because the Fractional Leader is working part-time and not full-time. 


  In some cases, your Fractional Leader may be semi-retired and simply not be interested in a full-time role, or the Fractional Leader is sharing his time between 3 - 4 different companies.


  An experienced and qualified full time VP of Sales will cost the business a minimum of $90,000 per year. When you add taxes and benefits the cost increases a minimum of 20% and remember, this doesn’t include commission or bonuses top performers expect. 


  In the same way there are full-time positions for $60,000 and some for $200,000 there’s a huge difference in the pricing from different leaders. 


  Alternately, if you want someone to scale your business from $1 million to $10 million (and need them to have a proven track record delivering the latest Inbound and Outbound strategies and Sales Process) you’ll need to invest more money. 


  Some Fractional Leaders charge $15,000 per month because of their track record. It’s not what they charge, it’s what they’re worth.


  While you might to want to negotiate to hire a part-time Sales Manager on a Day Rate, you won’t have much luck. 

 You need to realize, you’re paying them for their knowledge and experience, not their time. 


In addition to time spent with you and your team, the best Fractional Leaders will give you “Drive Time” -  time spent on critical thinking, ideas and strategies away from their desk. 


 In the same way many of your ideas come when you are away from your desk, so will your head of sales. Paying by the day simply doesn’t motivate someone who is at the top of their game. 

  

 The reality is companies should hire the best people they can afford at their stage of business, which is why the Fractional Sales Management model is gaining in popularity.


  Every sales team and every leader should be measured on results - and your Fractional VP of Sales will help you set relevant KPI’s for the business and your sales team.

Additional skills/services you can expect from your Fractional Sales VP include:

·  Scheduling, Presenting and Running Group and one-on-one meetings

·  Recruiting and Onboarding new team members.

·  Sales coaching and all the tasks a full-time manager would be responsible for.


  Simply put, the best sales leaders will not be held responsible for any results unless they have the authority to hire and fire people in your sales team as they see fit.   While this may seem unusual, in reality it’s no different than hiring a full-time VP of Sales. 


  But your Fractional Sales Leader won't look at replacing members of the team unless absolutely necessary, because they know how much time and money it costs to find, hire and onboard good sales people, so retention is always Plan A. 

Most established companies have the financial resources to hire their own Sales Leadership team, however, many Startups, or small businesses may not. They know sales is critical, yet they simply don’t have the needed sales knowledge, or the budget to hire anyone with the right experience.


  In many cases Startups have no one at C-level responsible for sales - or the owner may be responsible. While the owner is extremely knowledgeable about his business, product or service, they have zero sales training or knowledge about sales systems and Sales Processes. 


  Often Startups will hire entry-level sales and marketing people because that’s all they can afford, but if they don’t know how to train and coach them, or if they don’t even have a true documented Sales Process – this is a recipe for either failure, or the owner spending 70% of their time trying to manage sales instead of running the business, or very slow growth. 


  Hiring a Fractional VP of Sales allows the business owner to focus on other areas of the business that affect growth. In most cases, business owners are only too happy to offload typical sales challenges such as Sales Process development, sales cycle and sales staff.


  Other companies that benefit from a Fractional VP of Sales are those with a number of full-time salespeople, but not enough to warrant a full-time sales manager, or they have 1 or 2 inexperienced Sales Managers.  

Outsourced Sales Management Benefits Your Business

  Our Fractional Sales Management in Peoria is what separates us from the competition. Sure, you can find other agencies to design or improve your Website and bring in more leads. 

But what happens with those leads? 

  • Is your sales team CLOSING those leads? 
  • Do they have a Proven and Repeatable Sales Process to follow every time? 
  • Is your Website your top sales person? 
  • Do you leverage technology? 
  • Do you have automated prospecting programs?
  • Do you SCORE your leads? 
  • Is there accountability through a CRM? 

  If any of those things sound like what's going on with your sales efforts, we need to talk!

 

Does This Sound Like You?

  Most business owners we work with started their business with a dream, from the ground-up. 

  They knew everything there was to know about their business and industry, and how to sell it! They knocked on doors, had a conversation with prospective customers about why and how they should do business together, and closed the deal. This is how they started, and grew their business.

 

  But as the business grew, so did the demands for the business owners time.

  Eventually, additional employees were brought on board to help manage the growing business, and eventually, that meant adding sales people. While the business owner knew his business and industry inside-and-out - from both his previous background, and current role - the owner had no sales or sales management experience. Sure, he could go out and sell, because he knew the business. 

 

 But as the owner brought on salespeople, he had no idea how to transfer that knowledge to them. He had no process to follow. He didn't have lead generation knowledge or systems, a CRM in place, no scripts, no coaching program. So what did he do?


  After some basic training on the company's products and services, he would tell the new salesperson ... "Now just go out and sell." That NEVER works out well.

 So the frustrated business owner would either hire an expensive sales trainer - who would provide some basic SALES training, but not mirror it with the business, and then move on ... with very poor results.

 

  Then the business owner would hire one or two "cheap" sales managers. When that failed, he would hire a high-priced sales manager, who brought a sales process with her, but when that person turned out to be a bad fit culturally, or performance-wise, he was afraid to let her go because then he would be back to square one - and was essentially being "held" hostage" by the high-priced sales manager.

 

  Eventually when he did let her go, he was back to spending more of his time trying to manage sales, and much less time doing what he needed to do - run the business.

 When we step in, we stop the madness!


 We work with the CEOs and business owners to define what results they're looking for from their sales team and then go about designing and implementing a Time-Tested Sales Process to achieve those results.

 A poorly managed sales force is a financial drain on any business.

 

If you're unhappy with your current process, and a lack of results results from your sales management and sales team, and see the potential benefits of an Outsourced Sales Manager, click on the form below to learn more about how Outsourced Sales Management and Outsourced Lead Generation can help you grow sales. 


 The first step is to do a 15-minute call to see if we are a good fit.

Click CALL US at the top of the page to schedule your call, or schedule a time to talk below!