Where Did The Idea of Fractional Sales Management Come From?

Good morning, we wanted to begin hiking and coaching this morning – but the consensus was 18 degrees is just too cold. So, we headed for coffee and did a question-and-answer session. Amy asked “where did the idea of fractional sales management come from”? I could not answer her. So, I asked Google and read several blogs and fractional sales manager sights.

The best explanation I read, said it was an out-cropping of the fractional CFO concept and began about thirty years ago.

Fractional sales management is designed to relieve small companies (1-5 sales people) from the burden of hiring an expensive full-time sales manager. Good sales managers drive revenue and adds profit to organizations. But full-time sales management is expensive, Fractional sales managers only work a portion of the week and typically only work on the highest impact activities – spreading their cost over several companies.

Small businesses have traditionally outsourced legal and payroll – about thirty years ago the outsourced CFO was born. Many of the companies that struggle with CFO challenges realized they had the same challenges with sales management and the fractional sales manager was born. Creating a cost-effective solution for a key requirement.

Thanks Amy, for a great question. Good selling this week.