Do We Really Need A Fractional Sales Director?
Is a Fractional Sales Director the Right Move for Your Business?
Your sales team is working hard, but is it working smart? Many businesses reach a point where they need a strategic overhaul, not just more boots on the ground. This is where a fractional sales director can be a game-changer. They're not a full-time hire but a seasoned expert who comes in to address structural issues, guide the team, and implement changes that drive significant growth.
What Does a Fractional Sales Director Do?
A fractional sales director provides senior-level expertise without the cost of a full-time executive. They act as a strategic leader, focusing on the big picture to improve your sales operation. Their responsibilities typically include:
Structural Changes: They analyse your entire sales process, from lead generation to deal closure, identifying and removing bottlenecks.
Performance Optimisation: They help set up key performance indicators (KPIs), refine sales territories, and ensure your team is focused on the right activities.
Team Guidance and Mentorship: They provide hands-on coaching and training to your existing sales team, helping them to improve their skills and adopt best practices.
Strategic Planning: They align your sales strategy with your overall business goals, ensuring every effort contributes directly to revenue growth.
Is It Worth the Investment?
In short, yes, IF you have your fractional sales director making big structural changes, not chasing everyday sales. Hiring a fractional sales director might seem like an added cost, but it's an investment with a powerful return. The true value lies in the compounding effect of small, strategic improvements. So what should the goal be?
Think of it this way: what if a fractional sales director’s actions led to incremental improvements across your sales metrics? Below, we give some examples about ways that you could improve each stage of your sales process by 10%.
A 10% increase in leads - Very achievable by increasing activity or improving efficiency.
A 10% increase in conversion rate - More team meetings to share best practice on sales.
A 10% reduction in your cost of sale - A marginal reduction to this can be done through making better use of sales team's time e.g. less prospecting, templating documents, speeding up the time-to-close.
A 10% increase in the average value of a sale - Prospects likely won't notice a 10% increase in your prices.
A 10% increase in your customers' average lifetime with you - Very achievable by increasing Customer Satisfaction initiatives within your business.
This might not seem like much but a 10% improvement in all of these individually really do compound. The combined effect of these small, achievable improvements can lead to a whopping 83% increase in your profit margin!
Don't just take our word for it—we show you the math. Our free downloadable tool breaks down how even small, incremental improvements can lead to exponential growth in your bottom line.
Learn more and see the calculations for yourself!
Download our free tool to see how incremental improvements can transform your profits.
