If you go to search for "sales jobs" on LinkedIn anno 2024 you will get almost 15,000 job results! I know sales people who have had more than 5 different jobs in Sales at salaried companies in 5 years. I regularly speak to companies in the IT sector that have worn out between 5-7 sales professionals (including executives) in less than 5 years. What is going on here anyway?
The Everyday Process of Sales
A process we encounter a lot in sales is the so-called "negative spiral. Many companies with more complex sales cycles and a lot of pressure on results will recognize this. The process starts with the search for the right sales person, onboarding follows, a period of development and training, then disappointing sales, negative conversations between sales and manager and often followed by a dismissal of the sales person (often accompanied by a settlement agreement and a sum of money) and then they start looking for a new sales person again.... Or a sales person quits in the first weeks/months... Or the match is not there after the entire development and training period....
Interim, salaried and full-time
How much time, money, energy and operating costs go into this process? And is this really the right strategy? And why does almost every company - in the world of sales - follow this path? Isn't it time to move away from the "dogma" that a sales professional or their supervisor should actually always work full-time in Sales and preferably salaried by the company because Interim is very expensive?
The US already makes extensive use of Fractional Officers in Sales, Marketing, General Management and Finance. Leaders who have earned their spurs and make their services available part-time to a select group of companies.
The 10 benefits of 'Fractional Leadership'
A dozen thoughts (call it benefits) that might help you make an informed choice if you are going to invest in "human sales capital" again and perhaps consider a "Fractional Sales Professional.
1. Cost-effective: You get immediate access to high-level leadership without the cost of full-time employment.
2. Flexibility: You can enable these roles based on your specific needs and projects, ensuring maximum effectiveness.
3. Customized expertise: A Fractional Professional brings experience and knowledge of various industries and markets, providing valuable insights.
4. Accelerating business growth: With the right strategies and processes, the growth rate of your business can be significantly increased.
5. Focus on innovation: With high-quality leadership that is temporary in nature, you can focus on innovation and improving products and services.
6 Cost savings: Hiring a Fractional Professional is often more economical than hiring a full-time employee, especially when you take into account salary costs, social security contributions, pension provision, lease car and other fringe benefits.
7. Lower risks: You invest in temporary expertise without the obligations of long-term employment, which minimizes financial risk.
8. Better ROI: With an experienced Fractional Professional, you can better align strategic decisions with your company's financial goals, which can lead to a higher return on investment (ROI).
9. Flexible cost structure: You pay only for the time and expertise you really need, which helps manage cash flow and avoid unnecessary expenses.
10. Access to a valuable network: A Fractional Professional can share their network with you, which can lead to new opportunities and partnerships without additional marketing costs.
For consideration
Just a few thoughts to take a look around the wonderful world of Human Sales and Capital. At Husaca we strongly believe that 'thinking differently from other companies' can sometimes give you the competitive advantage you need. Furthermore, a solid and well thought-out sales strategy in combination with a well-oiled process - whether or not supported or shaped by a Fractional Professional - can give your organization's growth a positive turn and we love that!
