I hear this thinking quite often when discussing the placement of a fractional sales leader. And in some cases, the election is then cited as a reason to not move forward and to stay with the status quo. Even though in the roam of talent acquisition, contracting a fractional executive is the most flexible low risk-high impact decision.
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In the world of business, finding the perfect fit between a leader and a company can often feel like searching for a needle in a haystack. The stakes are high—misaligned leadership can stifle growth, disrupt team harmony, and even lead to financial setbacks.
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When you're a fractional executive, the pricing conversation is particularly delicate. Unlike traditional roles, where pricing is often standardized, fractional work is tailored to each client's needs, making the discussion about rates more complex.
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One theme that arises when talking to Fractional Sales Leaders is the balance between a consultative approach and hands-on involvement in their client assignments. This delicate equilibrium is crucial for delivering value, driving results, and fostering long-term client relationships.
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These professionals offer an effective alternative to traditional recruiting, consulting, or training, and certainly surpass the option of doing nothing and hoping for the best. The key to their success lies in finding the perfect match—bringing in someone who has "been there and done that."
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As a startup founder, you wear many hats, including the sales hat. In the early days of your company, you are the first salesperson. Your startup mentors at the Accelerator and your investors have told you, whether you have the experience or not, to be out there selling.
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Determining the right criteria to decide between a consultant, contractor, or full-time employee can significantly impact your business. Since the criteria might differ depending on the functional area, let me walk you through my thoughts for the sales function, specifically addressing when to hire a Sales Management Consultant, a Fractional or Interim Sales Leader, or a full-time VP of Sales.
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The agility that shaped the product, and the flexibility and efficiency it promises if it’s a B2B solution, are rarer outside of the design and development cultures that gave it birth. This disconnect is often apparent in marketing departments which can fail to reflect the promises of the products they promote.
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Unlike traditional full-time roles, fractional executives must navigate multiple clients, manage diverse expectations, and balance a more flexible yet demanding schedule. Training classes provide insights into these aspects, helping executives understand how to structure their time, set clear boundaries, and deliver value across different organizations.
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Starting, growing, and succeeding with a startup is complex and has a multitude of aspects. My simple list of just four success factors looks something like this: Product: Have a product or service with market fit. You: Work hard and smart. Team: Be a leader that people want to follow and hire people that are smarter than you. Sales!
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