Ever wondered how hiring a Fractional Sales Manager could help your business and whether it’s worth it? This article is designed to help make your decision easier by exploring the factors you need to consider when hiring a Fractional Sales Manager.
What is Outsourced Sales Management?
As you probably know, sales management is the process of leading, directing, and controlling an organization’s sales force. The main objectives of sales management are to achieve your desired sales outcomes and, ultimately, to meet your organizational goals.
This includes developing sales plans, setting quotas, managing customer relationships, monitoring performance, and providing motivation and training for your sales reps. Depending on the size of your business, the task of recruiting, hiring, and evaluating salespeople may also rest with your sales managers.
Outsourced sales management, then, is when you outsource the responsibilities of a sales manager to an outside firm or individual. This can have several advantages for your business.
What are the Benefits of Outsourced Sales Management?
There are many pros of outsourcing your sales management, including access to specialized knowledge and expertise, improved efficiency, and cost savings. Let’s look at some benefits in more detail.
- Increased Sales: When you outsource your sales management, you are essentially hiring experts to help boost your sales. These experts have the know-how and experience necessary to help close more deals and increase your revenue.
- Cost-Effectiveness: Outsourcing your sales management can be very cost-effective, especially if you choose a reputable and experienced company or consultant. You will likely see a return on your investment (ROI) relatively quickly.
- Flexibility: Outsourcing gives you the flexibility to scale up or down as needed, without having to worry about managing a team of employees. This can be extremely helpful during busy times or periods of growth.
- Free Up Your Time: One of the biggest pros of outsourcing your sales management is that it frees up your time so that you can focus on other strategic aspects of your business. When you outsource, you no longer need to worry about day-to-day sales tasks or managing a team of salespeople.
When is the Right Time to Outsource Your Sales Management Needs?
There are several things to consider when deciding whether to outsource your sales management needs. The single most important factor is the size and complexity of your sales operation. If you have a large and sophisticated sales operation, it may save you time in the long run to outsource your sales management tasks so that you can focus on other aspects of your business that only you can do.
I’ve talked before about how to assess your sales strategy and execution, and when it makes sense to hire a Fractional VP of Sales. When the organization and its sales team is small and the sales process is not complex, it may make more sense to hire a Fractional Sales Manager.
You may also find that you don’t have the internal resources or expertise to effectively manage your sales operation – especially if you’re growing faster than you can handle. In this case, outsourcing may be the best option.
Another important factor to consider is the cost of outsourcing versus the cost of maintaining an internal sales management team. In some cases, outsourcing can be more cost-effective. Of course, this will vary depending on the specific services you require and the provider you choose.
Finally, you should consider the level of service and support you need from a sales management team. If you require a high level of service and support, it may be more effective to outsource your sales management needs rather than trying to manage everything internally.
How to Find a Good Fractional Sales Manager
Before you hand the sales reins over to a Fractional Sales Manager, you want to be sure you’ve found one who is up to the task. Here are a few key tips:
- Do your research. It’s important to understand the different types of outsourcing options available and what they entail. This will help you narrow down your search and find the right fit for your business.
- Consider your needs. What type of sales assistance do you require? How much experience does your ideal candidate have with that? What skills should they possess? Answering these questions will help you create a job description and identify the best candidates.
- Check references. Once you’ve compiled a list of potential candidates, be sure to check their references. This will give you insights into their previous work experiences and performance levels.
- Interview multiple candidates. Once you’ve narrowed down your list, it’s time to start interviewing candidates. This is where you’ll get a better sense of who they are and whether they’ll fit within your company culture.
- Make an informed decision. After careful consideration, it’s time to hire the right Fractional Sales Manager and enjoy the perks.
It’s clear that there are some great advantages to outsourcing your sales manager. Just keep in mind there is no one-size-fits-all solution, so you should weigh the pros and cons carefully in the context of your specific business goals. If you need help thinking through whether a Fractional Sales Manager could help you, please contact me to discuss this further.