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The conventional sales wisdom says that increasing sales is best accomplished by improving the quality of the sales team. For the Fortune 500, investing hundreds of thousands of dollars in training, recruiting and paying top-tier talent is a viable strategy.
Option 2: Owner-managed sales team
Many companies with small sales forces have an owner-managed sales team. On paper, it’s a great idea. You avoid the significant cost of a full-time sales leader while...
Option 3: High-caliber sales leader
This option is high cost, high results and is fairly rare to see. Sure, the results are stellar, but the cost is high. We’ve only seen a handful of companies with small sales...
Option 4: Inexpensive sales leader
Don’t bother. This option creates nothing more than a sales babysitter. Most companies need more than someone to keep an eye on the sales team. Companies need a sales leader who...
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...
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...
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...
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...
The itch business owners can never scratch
"I know in my heart of hearts we can be doing much better in the sales department." You don't want to know how many business owners I've heard say something like this. It's the...
The Negative Impact of Stretching Yourself to Thin
Regardless of your personal opinions on mental health, it's important to remain cognizant of your impact on others. Especially as an owner/manager. I had recently read this...
What’s the difference between superstar salespeople and Kanye West?
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