Blueprint - Leadership Reimagined
Management Consulting - , ,
Blueprint - Leadership Reimagined Employees
Blueprint - Leadership Reimagined Details
For small and middle market companies, there is simply no good way to manage 2-10 salespeople. Companies deal with this "diseconomy of sales scale" in one of five ways:--> 1. The business owner takes time away from CEO-ing to manage the sales force. Since CEOs typically have many responsibilities, they invest little time and get little results.--> 2. No one manages sales. Sure, it's cheap, but none of the benefits of professional sales management can accrue.--> 3. Hire a cheap sales manager. This usually ends badly with the owner wishing they had skipped the expense as the person lacks the high-level skills needed.--> 4. Hire a skilled sales manager. This solves the skill issue, but the cost is excessive.--> 5. Promote a salesperson to working sales manager. This solution makes sense on paper but typically ends badly. The salesperson loses focus on selling and usually isn't a great sales manager. The company gets a double-whammy - lost sales and a bad sales manager.As a SalesQB, I provide Fractional Sales Leadership in one of two ways to help you score more.① I fill the role of VP of Sales for companies that have 1 or 2 Sales Managers who may not be properly prepared for the management role. I help them add process and structure to the business along with a suite of best practices. (lead generation, CRM, etc.) Then, I mentor them on the processes put in place and the coaching of their staff until they are ready to fly on their own.② For companies that have 2-10 sales reps that need a sales manager, I take the role of Fractional Sales Manager which is a form of "outsourcing" the management function common in fields like HR and Finance for years.I work with the CEO or business owner to determine the results that they want from their sales team and then implement a strategy and tool set to achieve them.Unmanaged or under-managed sales forces are a financial drain. If you are unhappy with your current sales leadership situation, let's chat.
