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CEOWORLD magazine - Latest - Success and Leadership - How Fractional Sales Management Can Help Your Small Business

Success and Leadership

How Fractional Sales Management Can Help Your Small Business

A fractional sales manager is someone who can come into your business and assist with things such as implementing goals and plans for sales, coaching the employees in charge of sales, implementing corrective measures, and other duties as desired by the business. The main difference between a fractional sales manager and an ordinary sales manager is that the former is not a full-time employee of the company and generally only works with the business on a part-time consulting basis. Here are some things to know about fractional sales management and ways that we can help your business.

What Are Some Pros and Cons of Hiring a Fractional Sales Manager?

There are always pros and cons of hiring someone on a part-time basis rather than on a full-time schedule. One of the main pros is that the part-time, fractional consultant will usually cost less than having a full-time employee who works at least 40 hours per week come on board. This allows a company to save money to hire additional employees or to invest in training, software, and other necessities that will lead to an increase in profits.

One downside of a fractional sales employee is that they might not be around whenever you need them the way that a full-time employee would be. This can be scary in work environments where people are just getting started and want to be able to rely on someone to answer their questions immediately. However, sales management professionals make their best effort to give your remaining employees the skills and knowledge they need to be successful on their own. The dynamic 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.

How Exactly Can Fractional Sales Management Help Me?

Many businesses remain focused on developing new products or attracting new customers. These are valuable things for a business, but will not do much good unless the company has a solid sales plan in front of it. Some of the many things that a sales manager can do for a business include:

  • Coming up with a sales strategy that a business can use long-term, even when the salesperson no longer works for the company
  • Training employees on how to be more effective salespeople
  • Developing a written manual containing best sales practices for new and current employees to use
  • Brainstorming ways for the company to reach out to potential customers, whether that involves email marketing, cold calling, print advertising, or something else
  • Inspiring current team members to think more creatively and look at their jobs in a new light

Most businesses can stand to expand their customer base and increase profits. If this sounds like something your company needs, then you might benefit from onboarding a fractional sales manager.

Things To Consider

Like with any hiring decision, there are certain things to think about before hiring a part-time sales official. Some things to do when making the decision are:

  • Reading reviews from other people who currently or formerly worked with the salesperson
  • Talking to the salesperson ahead of time to ensure that they will be able to assist you with your sales goals and strategies
  • Analyzing your company’s budget to make sure that you are able to pay someone for a long enough period of time for them to implement change

Once you are your team makes a decision regarding who to work with, it will be essential to have good communication with the manager throughout the process.

Many small businesses can benefit from fractional sales management, so carefully consider whether this would be a good decision for your company.


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CEOWORLD magazine - Latest - Success and Leadership - How Fractional Sales Management Can Help Your Small Business
Dan Hurt
Dan Hurt is an accomplished Cloud Consultant and computer science expert in the Fort Lauderdale, Florida, community. Hurt works tirelessly to create SaaS computing solutions that produce results and ensure customer satisfaction.


Dan Hurt is an opinion columnist for the CEOWORLD magazine.