Option 5: Salesperson promoted to sales leader or dual roles
Double don’t bother. This is a trainwreck in the making. This option seems like a winner but isn’t. There are two ways this option typically plays out. The first has the salesperson also manage the team. I’ve never seen this option work, but I have heard an occasional...
Option 6: Fractional sales leader
The last option is to use a fractional sales leader. Since it’s a part-time role, the costs are affordable. Since you’re hiring someone much better than a sales babysitter, you get results. However, this option has warts as well. Most businesses could use a full-time...
Benefits of fractional sales management
Fractional sales leadership can indeed be a great option for companies that cannot afford a full-time rockstar sales leader. A fractional leader allows a business to access the expertise and guidance of an experienced sales leader without committing to the high cost...
What can business owners expect from a fractional sales leader
Most business owners don’t have experience with fractional leaders. It’s hard to know what you can expect from such a person. If you are toying with the idea, here’s a short list of some of the things you can expect from a fractional sales leader. Most business owners...Recent Posts
Why CEOs Lose Good Reps—And How to Stop It
# Why CEOs Lose Good Reps—And How to Stop It You don’t lose good salespeople because of money. You lose them because of management. Here are the top reasons great reps walk: **1. No Coaching** Top performers want to get better. If they stagnate, they leave. **2. No Structure** High producers thrive in disciplined, process‑driven... Read more →
Five lies employers tell salespeople
If you have held a few sales positions, this list will either make you laugh or cry. If you are new to sales, beware of these lies employers tell salespeople. 1. Your commission will be X…until we think that’s too much to pay. 2. Your job and salary is secure….until business gets bad, then we... Read more →