ACTG Sales Management Blog

Sales & Sales Management Expertise Blog  

Why Hiring a Fractional Sales Manager Can Drive Sales Results

Posted by Jeni Wehrmeyer on Fri, Mar 01, 2024

Running a company is very different than managing a sales team, so you need someone skilled in the specific strengths of coaching and motivating your sales team. Companies have choices and often it makes sense to hunt, interview, hire and pay for a full-time sales manager, but this is a position very difficult to fill. It will take time, money, lots of effort and then onboarding to your systems, people and culture. It might make sense to consider a seasoned Fractional Sales Manager who will work closely with your company to fully understand your growth objectives, industry nuances and company culture, is experienced in your niche industry and is not on your payroll. Here are some of the areas a Fractional Sales Manager can focus on:

  • Driving Accountability – working with your leadership, they can determine the critical sales activity and behavior that must be tracked. A Fractional Sales Manager will keep your people on track weekly, uncovering the how and the why and providing sales ideas at each weekly meeting. Just this one step of establishing more accountability will help your company see an immediate lift.
  • Coaching Opportunities – acting as their dedicated sales coach, the Fractional Sales Manager will help your people prep for important opportunities so that they are ready to put themselves into a winning position. Pre-call and post-call will be part of their ongoing role to help upgrade the pipeline and develop skills. They will train your salespeople in this important sales skill preparing for a meeting so that it becomes a sales habit.
  • Improving Results – make sure to work with an organization that has a history of helping companies manage their sales teams and has a proven history of driving revenue growth. Talented Fractional Sales Managers have years of personal sales and sales management experience and draw from their experience of working with salespeople in your industry. They come with the built-in skills you need to help your team achieve goals.

Speaking of results, here are some real comments made by salespeople coached by one of our Fractional Sales Managers. There are advantages to working with a skilled coach outside of your company as they bring experience and expertise to your table. These are the kinds of results and testimonials your company should look for as they consider a Fractional Sales Manager.

Fractional Sales Manager Testimonials

  • Once I asked "What would have to go on in this meeting for you to feel like it was a good use of your time?" 5 minutes later he asked his office staff to give me all the policies to look at. It is an Oct. 15 renewal about $140,000 in premium. Thank you for your help.
  • Just wanted you to know that I just bound that client we spoke about and made $11k! AND they just sent an account to me from RT for the renewal. Hard work and the methods you have taught me are paying off!!
  • I just wanted to thank you for your time and help a couple of weeks back. I have had several conversations with prospective clients, and your approach has proven to be very effective.  I have been able to establish parameters and have started binding business with a couple of the new clients. Of course, the job is never done, and I will continue to prospect and use your approach.  
  • I have capitalized on some HOT introductions from some existing agents. It amazes me who people know in other states or other parts of this state (not competition to my clients) that they will gladly give an introduction to.  
  • It is great to have someone like yourself who cares and is willing to invest their time to help.

Hiring a Fractional Sales Manager is not forever. The goal is to enhance your organization, create effective sales strategies, systems and practices, and help your company gain momentum, setting up your sales team for future success. And a Fractional Sales Manager can make a huge impact for a fraction of the cost of hiring a full time person.


Contact a Fractional Sales Manager!



Topics: Sales Training, motivating sales people, achieving sales success, sales training tips, fractional sales manager

Achieving Sales Team Excellence – No Micro Managing!

Posted by Tony Cole on Thu, Feb 15, 2024

Most organizations and sales managers think of accountability or performance management as “micro-managing.”  Jim Collins has been quoted as saying “There is no such thing as 'micro-managing.' There is either managing or not managing.” There is a lot that a manager must bring to the table to be effective at setting standards and gaining accountability with their team. And it is a difficult job to gain that fine balance of supporting and guiding your team without crossing over the line, providing your recommended solution. This ultimately does not allow your salespeople to navigate the sales situation and figure it out. Helping them self-discover is how salespeople become more skilled and effective sales leaders can achieve sales team excellence.

What are the competencies and behaviors of those leaders who seem so talented at helping others achieve their very best? We rely on the pioneer and #1 sales management evaluation by Objective Management Group to help understand exactly what it takes to create effective accountability with your sales team. The Accountability Competency measures if a manager holds their salespeople accountable to measurable, forward-looking metrics. By using forward-looking indicators rather than lagging indicators, especially with longer sales cycles, you can make adjustments and mid-course corrections.

Here are the Accountability Competencies below.

  • Manages Behavior
    You can improve your ability to hold your salespeople accountable by measuring their success based on KPI's related to daily behaviors, as opposed to lagging activities such as sales.
  • Doesn't Accept Mediocrity
    You are not willing to accept mediocrity, even if that means salespeople may be unhappy with you.
  • Takes Responsibility
    Your tendency to take responsibility when you don't achieve results helps you hold your salespeople accountable when they don't meet expectations.
  • No Need for Approval from Salespeople
    You are able to hold your salespeople accountable without worrying about how that might affect whether they like you.
  • Beliefs Support Accountability
    Your beliefs related to sales management tend to be strongly aligned with the role and importance of holding salespeople accountable.
  • Asks Enough Questions
    You have good listening skills, which encourages your salespeople to share their concerns, frustrations, expectations, problems, and feelings with you, and in turn helps you hold them more accountable.
  • Manages Pipeline
    Your strengths in the Pipeline Management Competency support your ability to hold your salespeople accountable

Performance management and accountability are all about setting higher standards for success, holding people accountable to the effort and execution to hitting those standards and changing the definition of ‘good’ in an organization. Take a few minutes to evaluate your effectiveness on these accountability competencies listed above.  The path to achieving sales team excellence includes your ability to become better at and ultimately master these skills.

Request Free  Sales Force Performance  Evaluation Samples


Topics: Sales Training, motivating sales people, achieving sales success, sales training tips, Fractional Sales Management, fractional sales manager

Should Your Company Hire a Fractional Sales Manager?

Posted by Jeni Wehrmeyer on Fri, Feb 09, 2024

Many companies are struggling with finding talent in today’s environment, and it is particularly difficult to find top-notch sales management talent. Depending on the industry, this role can be a very expensive one to fill, and it is critical to get it right. Every organization needs to grow revenue, and this person is the driver of keeping your sales team focused on the right activities, target clients, industry knowledge, technology solutions, and most importantly, sales skills. The list of responsibilities is long. Unfortunately, most sales managers have no formal training in leadership, management and coaching skills, so how do you find the right person?

There are assessments in the marketplace to identify the strengths needed for sales leadership and we recommend and utilize the Sales Management Insights from Objective Management Group. These assessments can be used to screen candidates to see if they have the skills needed to lead your team to achieve the revenue growth goals of your company.  But sometimes, it is very difficult to find quality sales management candidates.

What is a Fractional Sales Manager?

Simply stated, a Fractional Sales Manager would run the sales management activities for your organization without being an employee. They would become well-versed in your company’s sales systems and culture, but they spend part of their time with your organization and the rest of their time working with other companies, so hence the “fractional” title. And of course, your company pays a fraction of their cost. They are part of your company, not part of your payroll. Something to consider as you evaluate your options:  We know from 30 years of data that: Salespeople reporting to a sales leader with strong coaching skills tend to have 28% more close-able late-stage opportunities.

Many companies do not have strong sales managers and struggle with finding the right person for that critical position.

Your Company Might Consider Hiring a Fractional Sales Manager if You:

  • Have a team of less than 10 salespeople
  • Are tired of trying to find the right sales manager
  • Don’t have the budget for a full-time sales manager
  • Senior leadership is not equipped to coach and drive accountability
  • Company does not have a consistent sales process
  • Sales team is lacking motivation and are not driving leads
  • You need to drive revenue and grow!

What Activities Would a Fractional Sales Manager Perform?

Every company is different and has nuances that they must address and therefore, they have varying needs, so it is important that you are able to select from the custom components and activities that a Fractional Sales Manager would perform. Here are the activities that you could consider for a customized Fractional Sales Management program:

  1. Robust Sales Meetings – Your Fractional Sales Manager will schedule and run sales meetings, establish standards, and keep your salespeople on track. These meetings are the ideal time to provide sales ideas and track the results. An experienced Fractional Sales Manager (FSM) will uncover new motivation in your salespeople.
  2. Weekly Huddles – A Fractional Sales Manager will make sure your salespeople are focused on the right activities and report on the metrics that matter, mobilizing the team and adding a competitive tone.
  3. Monthly Pipeline Review – The Fractional Sales Manager will dive into your pipeline details, continually upgrading your prospects and coaching your people on the quality of leads, which is an essential component to driving results.
  4. 1-on-1 Coaching –Each individual on your team needs personal help to drive skill improvement and optimize calls. Your Fractional Sales Manager will spend the time needed to get to know them, their sales goals and provide 1-on-1 time to help them close more deals.
  5. Updates with Leadership – Your Fractional Sales Manager will keep the leaders updated and report on accountability measurement improvements.

Let us know if we can help your company with a Fractional Sales Manager. We’ve been doing this for over 30 years- 30 years of experience developing sales leaders to more effective levels of performance management and coaching. Our Fractional Sales Management program is targeted and strategically aligned with the companies we work with, so there is an immediate lift in productivity and revenue.


Contact a Fractional Sales Manager!



Topics: Sales Training, motivating sales people, achieving sales success, sales training tips, Fractional Sales Management, fractional sales manager


    Subscribe Here

    Most Read

    Follow #ACTG


    About our Blog

    Anthony Cole Training Group has been working with financial firms for close to 30 years helping them become more effective in their markets and closing their sales opportunity gap.  ACTG has mastered the art of using science-based data and finely honed coaching strategies to help build effective sales teams.  Don’t miss our weekly sales management blog insights from our team of expert contributors.


    Recent Blogs