Fractional Sales Management (FSM)
What is FSM?
Fractional Sales Management solves the problems small businesses face hiring and retaining professional sales managers by providing contract-based sales management expertise.
The fractional sales manager is a shared resource who splits time across no more than four different non-competitive businesses or a total of sixteen sales professionals under management to ensure your team has an unimpeded path to success.
Most often, and depending on your business plan, an FSM relationship will be a temporary arrangement. Once you have reached the necessary revenue threshold to support a full-time sales manager, MarxBrown can also provide executive search services to recruit and hire the person best suited to take over; a smooth transition being the primary goal.
Why FSM?
Start-up and small businesses struggle to hire and retain sales management
• Sales managers are expensive.
• During uncertain economic times, the added expense of a sales manager creates additional financial risk.
• Small sales teams result in mangers with excess time which typically gets filled with non-sales activities leading to job dissatisfaction.
• Founder/owner run sales teams are often, though unintentionally neglected.
How?
The services your fractional sales manager can provide include:
Product Led Growth motions
• Go-to-market sales consulting
• Pricing analysis
• Channel considerations
Sales Led Growth motions
• Territory Sales Plans
• Compensation Plans
• Sales Process Definition
• Job Descriptions
• Conduct weekly 1:1 sales reviews, monthly sales meetings, ad hoc sales coaching, etc.
Recruiting
MarxBrown Consulting can help you grow your sales team and hire our replacement when you determine the time is right. We offer retained search services for salespeople on a fixed fee basis and for sales managers on a percentage basis. Unlike traditional search firms, we will be intimately familiar with your operations, your corporate culture, and your organization's needs enabling us to perform far more effectively than could an outside firm.