PE M&A Activity ↑12.4%│ Industrial EBITDA Multiples 7.2×│ B2B Buyer Trust Index ↓31%│ SEO Click-Through Rate ↓44%│ LMM Deal Volume ↑8.1%│ Sales Hire Failure Rate 67%│ Organic Growth Gap 2.3× plan│ PE Dry Powder $2.59T│ PRESS: Ed Marsh at PE Operating Partners Summit│ DEAL: Midwest controls automation acquired at 7.8×│ PE M&A Activity ↑12.4%│ Industrial EBITDA Multiples 7.2×│ B2B Buyer Trust Index ↓31%│ SEO Click-Through Rate ↓44%│ LMM Deal Volume ↑8.1%│ Sales Hire Failure Rate 67%│ Organic Growth Gap 2.3× plan│ PE Dry Powder $2.59T│ PRESS: Ed Marsh at PE Operating Partners Summit│ DEAL: Midwest controls automation acquired at 7.8×│

Walter Crosby on Benefits of a Fractional Sales Manager

Sales management is a crucial element in achieving B2B sales success. Sometimes, a fractional sales manager can play a critical role in improvement.

Ed Marsh
Ed Marsh
INDUSTRIAL REVENUE GROWTH
5 MIN READ
a fractional sales manager can be an effective solution for some B2B sales team situations

Avoid Unforced Errors that May Create a Gap for a Fractional Sales Manager

walter-crosby-discusses-the-pros-and-cons-of-a-fractional-sales-manager

Walter Crosby was a hotshot sales rep. He was crushing his numbers and setting the example for his team.

Then one day he was promoted to sales manager.

That almost cost him his sales career and almost cost his employer his sales performance. Instead, he was stubborn enough to decide he was going to "learn" how to be an effective sales manager.

That experience launched his journey into optimizing sales management - including training and coaching sales managers, and his practice as a fractional sales manager. We dig into the role of sales manager in an industrial sales organization.

Connect with Walter for ongoing regular and fractional sales management insights.

Check out Walter's Helix Sales Development website |    | | |

Learn Why a Fractional Sales Manager Might Help Your Sales Team Blossom - Walter Crosby on Industrial Growth Institute Episode 63

 

Show Transcript

Episode Recap

Summary

fractional-sales-management-can-be-an-important-tool-for-some-sales-team-situations

Walter Crosby joins Ed in the studio this week to delve into the critical role of sales management in driving revenue growth for industrial manufacturers.

They discuss the concept of fractional sales management, the challenges of implementing effective sales training, and the importance of understanding buyer behavior. Walter emphasizes the need for salespeople to possess business acumen to navigate complex sales environments and highlights the significance of creating urgency in the sales process.

They also discuss:

  • the evolving landscape of sales in the digital age
  • the intricacies of sales management, accountability, and methodologies
  • the importance of congruency in messaging between marketing and sales
  • the need for accountability in performance
  • how to motivate sales teams by understanding their personal goals.

Walter shares insights from his podcast, 'Sales and Cigars', and emphasizes the significance of mentorship and training in sales. The discussion also touches on the role of AI in sales training and the benefits of a fractional sales manager, highlighting the need for effective systems and processes in sales organizations.

Takeaways

  • Sales management is foundational for consistent growth.
  • Fractional sales management requires quick impact.
  • Transformation in sales culture can be uncomfortable.
  • Salespeople must understand ROI to communicate effectively.
  • The status quo is the biggest competitor in sales.
  • Hope is not a strategy; sales require actionable insights.
  • Sales managers often lack respect within organizations.
  • Buyers prioritize their needs over the seller's offerings.
  • Sales training should include both producers and managers.
  • Investing in sales playbooks is essential for success.
  • Congruency in messaging is essential for sales and marketing alignment.
  • Accountability is key; companies get the behavior they tolerate.
  • Understanding generational differences can enhance sales team dynamics.
  • Motivating sales reps requires knowing their personal goals.
  • Podcasting can be a fun and valuable platform for sharing insights.
  • Books like 'Meditations' and 'The E-Myth' are great resources for professionals.
  • Not all sales reps can be trained; focus on those willing to learn.
  • Navigating business challenges is part of growth and learning.
  • A Fractional sales manager can provide immediate support and structure.
  • AI tools can assist in sales but should not replace human interaction.

Takeaway Quotes from Walter Crosby

  • "Sales management is a fulcrum for revenue."
  • "Transformation is uncomfortable for teams."
  • "Companies get the behavior that they tolerate."
  • "AI is a toolbox, not a solution."

Outline

00:00 Introduction to Sales Management and Growth
08:03 The Role of Fractional Sales Management
16:36 Sales Training and Management Challenges
22:34 Understanding Buyer Behavior
29:09 The Importance of Business Acumen in Sales
34:11 Managing Stress and Personal Insights
36:24 Rapid Fire Insights on Sales Management
38:50 The Importance of Congruency in Messaging
40:01 Accountability and Performance in Sales
42:28 Understanding Generational Differences in Sales
44:25 Motivating Sales Teams through Personal Goals
46:28 The Birth of a Podcast: Sales and Cigars
50:04 Books that Inspire: Recommendations from Walter
52:34 The Role of Sales Training and Mentorship
54:02 Identifying Trainable Sales Reps
58:34 The Fractional Sales Management Model
01:01:44 Engagements and Span of Control in Sales Management
01:04:44 Balancing Micromanagement and Autonomy
01:08:45 Integrating Sales Systems with EOS
01:12:32 The Role of AI in Sales Training
01:16:11 The Case for Fractional Sales Management

More on Common Sales Manager Hiring Mistakes

Article on tips for hiring a sales manager for complex sales like capital equipment.

Article on how companies often make an unforced error when they hire their top performing sales rep as a sales manager.

 

 
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Ed Marsh
Ed Marsh
Ed Marsh is an independent board director, NACD Governance Fellow, and founder of Ed Marsh Consulting, which helps private equity sponsors and industrial manufacturers drive organic revenue growth. He hosts the Industrial Growth Institute Podcast and writes at edmarshconsulting.com.
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