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Fractional Sales Management

What would you do with your time if you could outsource the management of your sales team? 

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We partner with business owners and CEOs who feel stretched too thin, struggling to provide their sales team with the coaching needed for optimal performance while balancing critical financial and operational decisions for their business.
 
By outsourcing sales team leadership—including coaching and accountability—you gain a systematic approach that drives success while freeing up valuable time to focus on your business.
 

Empower Your Sales Team to Sell More Effectively

Fractional sales management provides a part-time, outsourced director/VP-level leader to establish and manage an accountability system. Through personalized coaching and targeted training, we help your team overcome sales challenges, refine techniques, and sustain strong performance.
  • Regular sales funnel reviews
  • Development of individual team members through coaching and structured commitments
  • Focus on strengths while addressing areas for improvement

Who Benefits from Fractional Sales Management?

This service is ideal for small to medium-sized businesses with 1–9 sales reps directly reporting to an Owner, President/CEO, or Senior VP. If you feel stuck between managing sales details and scaling your business, fractional sales management offers the solution.
You can outsource the leadership aspect of sales management, reclaiming time and energy for strategic priorities while ensuring your team stays productive and accountable.
 

How do we support your team?

Establish and reinforce Sandler sales methodology and training for your business development team members. Check-in/Check-out: Weekly priority setting, performance reflection, and lessons learned.
Pipeline Review: Ensure the sales funnel is active and productive.
Targeted Coaching: Training sessions and role-plays to refine skills.
CRM Utilization: Ensure team members leverage CRM tools effectively.
 

What if my team already performs well?

Great!! We can take your team of all-stars and continue the momentum with additional support, while you redirect your energy to scaling in other areas, like operations, marketing, back-office, technology or new business acquisitions. Frankly, if you want to spend the extra time on the golf course or traveling with your family, we think that is great too. 
 

What if the team is not performing well?

In our experience, what is typically missing is data to back up performance conversations. With an accountability method, we start gathering and documenting trends, so you can see if performance blips are performance trends, both positive and negative. Using that data, you can then make informed decisions to take action. 
 

Who does the team report to?

As the VP or owner, your team still reports to you. We support you and your team members by setting expectations, creating a proactive sales activity plan, and ensuring those behaviors happen to drive growth.
Fractional Sales Management does not include recruiting, interviewing, onboarding, ride-alongs, discipline, termination, compensation, performance reviews and/or promotion. The data we provide will support your ability to make those decisions. 
 
How will I, as the CEO, stay connected to how the team is doing?
Your team still reports to you. Our role is to support you and your team by:
  • Setting clear expectations and proactive sales activity plans
  • Driving team behaviors that lead to growth
  • Providing weekly performance reports and trend analysis
We meet regularly with senior leadership to discuss patterns, progress, and recommendations.
 

What is the transition timeline to a full-time sales leader?

It could be as little as 1-2 years or upward of 3-4 years, you will have grown to a point where you will need a full time sales leader, perhaps someone on the sales team who has become proficient at the accountability and behavior system in place. We co-design a transition plan with our clients to help the new leader take over. Either way, we support you personally and professionally at every stage. 

Your Next Step

CEOs who want to see their teams performing well and supported in their professional development while creating more space to focus on business strategy and operations appreciate thrive by partnering with us through fractional sales management.  
 
Contact us:
432.588.1451
Clint.unrau@sandler.com
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