Interviewing fractional executive candidates for sales roles requires a tailored approach, focusing on their immediate skills, task-specific effectiveness, and alignment with the organization's goals. While cultural fit remains important, it should complement the candidate's job fit within the unique context of fractional roles. By considering these factors, companies can make informed decisions when hiring fractional executives for their sales teams.
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Micromanagement is one of the most common pitfalls as a Fractional Chief Commercial Officer—and one of the biggest employee complaints. According to Merriam-Webster, micromanagement is defined as "to manage especially with excessive control .
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Much has been written about the difference between management and Sales Leadership. While many professionals experience management during their careers—setting goals, evaluating performance, and establishing work rules—true Sales Leadership is something entirely different.
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I believe sales-centric and customer-centric orientations are inherently the same. In today’s transparent and competitive markets, you simply cannot sell successfully without putting the customer front and center.
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Their future work relies upon referrals and a successful track record. Interim and Fractional Executives are paid on the understanding of goals and objectives being performed and delivered, and not merely based on attendance.
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A rejection is an outright dismissal or refusal of the proposal. It does not require a reason, it is not negotiable, nor is there a future or next step. Rejection is the worst.
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A salesperson not accepting a commission-only sales role does not mean that they aren’t “hungry and motivated” or “they don’t believe in themselves.” It means they are smart.
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It is a very personal list. Because what I may consider bad Sales Management is looked upon very favorably by someone else. So, what follows is simply the summary of observations and interpretations over decades of working as and with Sales Managers.
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The Peter Principle is a real phenomenon that can have negative effects on businesses if not addressed properly. Employers should be careful when promoting employees, ensuring that they are prepared for their new role and monitoring their performance closely.
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Jennifer had her eye on the clock, trying to meet the company expectations. She was worried about her own bills. What she wanted to do was get them their product and move on.
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