|
Questions & Answers
|
|
Q:
|
What advice would you give to a customer looking to hire a company like yours?
|
|
A:
|
If you're a small business owner wearing the sales manager hat, you've probably felt it: that nagging sense that your sales team isn't getting the attention they need, even though you're working 60-hour weeks.
Here's the uncomfortable truth: effective sales management takes dedicated focus, and trying to squeeze it between payroll, operational fires, and customer issues means something's going to suffer.
Here's why sales management is harder than most small business owners expect:
1?? It Never Stops
Sales management isn't a "check in once a week" activity. Pipeline reviews, deal coaching, forecast accuracy, motivation—these require consistent, daily attention. Miss a week, and deals stall, momentum drops, and bad habits take root.
2?? Great Salespeople Are Exhausting to Manage
The same drive and persistence that makes a salesperson successful can make them incredibly demanding. They need constant feedback, they push back on strategy, they want to know why every deal matters. That energy is valuable, but it's draining when you're also managing every other part of the business.
3?? Excuses vs. Trends: It Takes Time to Know the Difference
When a salesperson says "prospects aren't responding" or "pricing is the issue," is that a cop-out or a real market signal? Distinguishing between individual underperformance and legitimate customer trends requires deep pipeline visibility and pattern recognition. That only comes from being in the details consistently.
4?? Coaching vs. Cutting: Not Every Skill Gap Is Fixable
Some salespeople just need better discovery questions. Others are fundamentally misaligned with the role. Knowing the difference—and having the expertise to coach effectively—is something most business owners learn the hard way, after months of wasted effort on someone who was never going to succeed.
5?? Hiring Is Where Most Small Businesses Lose
The path of least resistance is to hire whoever's available and eager. But top sales performers have options—the
|
|
|
Q:
|
What is the most common type of project or service your company provides?
|
|
A:
|
My engagements start with a Best Practices Sales Audit to identify what's working well and what isn't. Then I typically am hired on to fix the problems the problems identified on an ongoing basis as a Fractional Sales Manager or Outsourced Sales Manager, spending time on site each week to get the sales team to high performance.
|
|
|
|
|
|
How We Charge For Our Services
|
Management Consulting
- $250.00 to $400.00 per hour
Most of our clients pay monthly for our ongoing fractional sales management. Our first step is the Best Practices Sales Audit, which is a one-time project to identify what's working and fix what isn't. The audit is billed as a single project.
|
|
|