Outsourced Sales Management

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Outsourced Sales Management is sometimes referred to as Fractional Sales Management.

Typically, companies with annual revenue between

$2 - $50 million, who employ fewer than ten sales reps, are potential candidates for our service.

The concept is simple – companies desire a top-notch V.P. of Sales/Sales Manager, but the cost to acquire an individual possessing the skill set and experience needed is out of reach.

Curtin Sales Leadership will provide your company with an opportunity to obtain the talent you're seeking on a fractional basis, with the cost being “shared” with other companies in a similar position, who are not direct competitors.

Generally, potential clients have considered or exhausted one or more alternative “options” prior to engaging us.
While there are other possibilities, the following scenarios capture most cases we encounter:

1.

The CEO/Owner “doubles” as the Sales Manager

Typically, the owner’s creativity and/or operational/financial expertise was the key to the company’s success this far. Unfortunately, these skills do not translate well to leading and maximizing the performance of a sales team.

The owner may possess some sales aptitude, but he/she lacks the time or desire to coach and hold accountable, each sales team member.

2.

The CEO/Owner promotes the top sales performer to Sales Manager

This is usually a recipe for disaster. The skills required for a high-performing Sales Manager are very different than what’s needed to excel in an Individual Contributor role.

When this course is pursued, the usual result is an ineffective Sales Manager and the accompanying loss of production of the best Sales Rep. It’s a lose-lose.

3.

Hire a full-time Sales Manager

Since the $150K+ cost of an accomplished Sales Leader is out of reach for most small and medium size companies, those that take the leap of hiring a full-time Sales Manager, opt for a second or third tier talent at a price tag they deem within their means. Going this route generally results in turnover within 12 – 18 months, as numerous industry sources will validate. Valuable time and resources are wasted with the “economy” hire approach and growth is not achieved, or worse, sales and profits decline.

A full-time Sales Manager is simply not needed with many companies, as their current revenue and Sales team size is not great enough to warrant stretching their resources to cover the expense. Yet, they know they need help….AND, Curtin Sales Leadership has the solution…Our Outsourced Sales Management Program!

Learn more about our program