Should Small Business Owners Fire Themselves?

The Benefits of Hiring a Fractional Sales Manager

Wearing multiple hats is often seen as a badge of honor. Many CEOs pride themselves on their ability to juggle various responsibilities, from marketing to operations to sales. However, there comes a point where this "do-it-all" mentality can become a hindrance rather than a strength, particularly when it comes to sales management. In this blog post, we'll explore why small business owners should consider firing themselves from the sales manager role and instead hire outside help in the form of a fractional sales manager.

Focus on Core Competencies: As the CEO of a small business, your time and energy are precious commodities. While you may have a knack for sales, your true expertise likely lies elsewhere - whether it's product development, strategic planning, or customer relations. By relinquishing the sales management role, you free up valuable bandwidth to focus on your core competencies, thereby driving greater overall success for your business.

Strategic Expertise: Sales management requires more than just closing deals; it demands a strategic approach to pipeline development, sales process optimization, and performance tracking. Fractional sales managers bring specialized expertise in these areas, leveraging their experience and industry knowledge to implement proven strategies that drive revenue growth. By tapping into their insights, small business owners can elevate their sales efforts and unlock new opportunities for expansion.

Fresh Thinking and New Sales Tactics: Fractional sales managers often come from diverse backgrounds and industries, bringing with them a range of perspectives and insights that can breathe new life into your sales strategy. Whether it's exploring untapped market segments, revamping your value proposition, improved selling techniques, or experimenting with alternative sales channels, their fresh thinking can inject innovation into your sales efforts and open up new avenues for growth.

Objective Perspective: As the leader of your company, it's natural to develop blind spots and biases that can impact your decision-making, particularly in the realm of sales. An external fractional sales manager offers a fresh perspective, free from internal politics or preconceived notions. They can objectively assess your sales processes, identify areas for improvement, and implement changes without being bogged down by internal dynamics, ultimately driving more effective results.

Scalability and Flexibility: One of the key advantages of hiring a fractional sales manager is the scalability and flexibility they provide. Unlike hiring a full-time sales manager, which may be cost-prohibitive for many small businesses, fractional sales managers offer a more affordable and adaptable solution. You can engage their services on a part-time or project basis, scaling up or down as needed to align with your business's growth trajectory and budget constraints.

Enhanced Accountability: With a fractional sales manager onboard, you introduce an additional layer of accountability into your sales operations. They can establish clear performance metrics, track progress against goals, and hold sales team members accountable for their results. This heightened accountability fosters a culture of excellence within your organization, driving greater productivity and ensuring that sales targets are consistently met or exceeded.

Take Away: While it may seem counterintuitive for small business CEOs to relinquish control over the sales management function, doing so can ultimately lead to greater success and sustainability in the long run. By hiring a fractional sales manager, you can leverage specialized expertise, gain a fresh perspective, and free up valuable time to focus on what you do best - leading your business to new heights.

So, don't be afraid to fire yourself from the sales manager role and embrace the benefits that outside help can bring to your company's sales efforts.

Mike Warren

President

CAPcolumbus