I get asked this a lot. Usually by an owner who's been carrying sales on their back for years & is tired.
Here's my honest answer. Most small businesses don't need a full-time sales manager yet. They need someone who's done it before to come in, set it up properly & lead the team until it runs.
That's what a fractional sales leader does.
What's the difference?
A full-time sales manager is an employee. Salary, super, leave, the lot. They're in the business every day.
A fractional sales leader is senior sales leadership for part of the week. You get the experience without the full-time cost.
Same job. Different deal.
When a full-time hire makes sense
You've got a big sales team that needs daily management
Your sales process is already built & working
You've got the budget for a senior salary year round
If that's you, hire. You're ready.
When fractional makes more sense
You've got 1 to 5 people selling & no one leading them
Every deal still runs through you
You know there's more revenue out there but can't see where
You tried hiring a sales manager before & it didn't work
That last one is common. Owners hire a great salesperson & promote them to manager. Selling & leading are different skills. It's not their fault.
What I actually do
I spent more than a decade in complex sales & account leadership for big companies. Now I bring that to small & medium businesses.
I get close to your customers & your pipeline. I look at the numbers, not just the deals. I set up the targets, the rhythm & the process. Then I lead the team so they can back themselves.
The goal isn't to make you need me forever. It's to build a sales engine that runs without you carrying it.
The question to ask yourself
Do you need someone every day? Or do you need the right someone a couple of days a week?
For most owners I talk to, it's the second one.
Want to talk it through? I work with businesses across Melbourne & the Mornington Peninsula, & travel Australia-wide. Call me on 0434 522 983 or send an enquiry.