About three years ago I first learned about the “Fractional Sales Manager” and the “Part-time Sales Manager” model. The idea offended me so much! As you know I have been a sales manager for multiple companies. I have served as Regional Manager for Syngenta, North America Manager for AgroFresh, National VP of Sales for Alligare. During each of these tenures I never had enough time to get everything done. So, how in the world could it be done on a part-time basis?
Well little did I know.
You see the “Fraction Sales Manager” concept was developed by a group of CEOs in a small focus group as they were trying to solve the issues of poor sales performance. What they discovered was the Sales Manager position is a skill position, not a managerial position. The focus needs to be on the sales process and the execution. As marketing becomes even more important in an ever-increasing fight for attention, sales must convert the leads marketing generates to closed sales. A “PPSR” (proven repeatable sales process} is critical.
The truth is that I was so busy in previous positions due to my pay scale. I was being paid so much that everyone felt I needed to be included in everything. I needed to contribute more to the management team due to my cost. Unfortunately, the result was less direct focus on the sales process and sales execution.
I have been totally amazed at the sales results we have achieved by utilizing the Fractional Sales Manager Model. Significant increase in sales with a significant decrease in real cost has been achieved.
Think about it, you currently hire several skilled positions with a fractional model, for example: Lawyer, CPA, Auditor, Doctor, Recruiter and Risk Management. Your objective is to acquire the highest level of talent while mitigating your cost by having them focus just on the real issue with a definitive expected result. Your cost is contained because they also perform work for other businesses, you share in the cost for top talent.
I wanted to share with you what I have seen and learned about the Fractional Sales Manager Model. Do you see how this model could help you reduce cost and increase the focus on increased sales results?
Send me back a note with your thoughts?
Co-founder and CEO
338 Lee Road 188
Auburn, AL. 36832