Fractional Executives: The Cost-Effective Solution for Small Businesses in Need of Expertise

Fractional Executives: The Cost-Effective Solution for Small Businesses in Need of Expertise

by soshaughnesseyNo Comments

Fractional executives are experienced professionals who work part-time or on a project basis, providing expertise and guidance to help businesses achieve their goals. Often, small businesses need more resources and expertise, making it difficult for them to achieve growth and success. While hiring a full-time executive may not be feasible due to the costs involved, fractional executives can provide a cost-effective solution to this problem. 

A fractional executive differs from a consultant, but the difference may confuse some. Typically, a consultant will provide advice and guidance, but they are separate from your company. A fractional executive works alongside your team, helps in company operations, and is responsible for the outcomes of those operations. They are an extension of your existing leadership team. In most instances, a fractional executive provides all of the responsibilities to your company as a full-time executive.

Cost-effective Expertise

One of the most significant benefits of using fractional executives is cost savings compared to a full-time employee with a similar amount of experience. Hiring a full-time executive can be expensive. Fractional executives work on a part-time or project basis, meaning companies can save money by only paying for the services they need. Additionally, businesses can avoid the costs of recruiting, hiring, and training a full-time executive.

As explained in the FRACTIONALS UNITED BLOG, it is essential to explore the cost of an FTE (full-time employee) compensation plan compared to fractional monthly retainers. The data is eye-opening!

According to data gathered (March 2023) by Salary.com, the median (50th percentile) core compensation (salary+benefits*) for the following C-Suite leaders is as follows:

  • Chief Financial Officer (CFO)- $558,999 ($46,583/mo) + 22% bonus
  • Chief Operating Officer (COO)- $622,672 ($51,889/mo) + 23% bonus
  • Chief Marketing Officer (CMO)- $464,651 ($38,720/mo) + 25% bonus
  • Chief Revenue Officer (CRO)- $408,619 ($34,051/mo) + 12% bonus
  • Chief Technology Officer (CTO)- $387,001 ($32,250/mo) + 15% bonus
  • Chief Human Resources Officer (CHRO)- $449,340 ($37,445/mo) + 25% bonus
  • Chief Talent Officer (CTAO)- $337,197 ($28,099/mo) + 20% bonus

Bonus comp and equity cash totals were excluded from this comparison since both are variable compensation, only sometimes guaranteed. The average percentage offered was noted instead.

The average monthly retainer for fractional executives starts at around $5,000 and goes upwards to $15,000 per month. Retainers vary depending on the experience, scope of work, and level of hourly commitment per month (i.e., 25%, 50%, or 75% commitment to the team/company). The retainer may be higher if the professional has more years of experience, is in high demand, or if the organization is in a large metropolitan area.

If we assume that any given fractional executive discipline is $10,000 per month, then:

  • Fractional CFO – 21% of an FTE
  • Fractional COO – 19% of an FTE
  • Fractional CMO – 26% of an FTE
  • Fractional CRO – 29% of an FTE
  • Fractional CTO – 31% of an FTE
  • Fractional CHRO – 27% of an FTE
  • Fractional CTAO – 26% of an FTE

Flexibility

Fractional executives offer businesses a high degree of flexibility. As part-time or project-based professionals, they can be engaged as needed, providing their expertise and guidance without the long-term commitment of a full-time employee. In particular, this flexibility is valuable for small businesses that may not need an executive full-time. Fractional executives can help companies to address specific challenges or opportunities as they arise without the need for a long-term commitment.

Experience and Expertise

Some projects require a subject matter expert — someone proficient in an area of expertise beyond your team’s knowledge and skillset. Bringing in a fractional expert with previous knowledge and experience on a specific deliverable will save internal resources while simultaneously providing internal training for your team. They have worked with many companies and industries, giving them a broad perspective on business operations and management. This experience and expertise can be valuable for small businesses needing more resources or knowledge to address specific challenges or opportunities. Fractional executives can provide guidance and support, helping companies to achieve their goals and grow their operations.

Fractional executives are experienced professionals who have spent years working in different companies and industries, gaining knowledge and expertise in various areas of business operations and management. They are experts in their field and deeply understand what works and what doesn’t work in different industries. They can bring their wealth of knowledge and expertise to small businesses, providing guidance and support on various aspects of the company.

Strategic Guidance

Fractional executives provide strategic guidance to small and medium businesses. They help companies develop and implement strategic plans, identify new opportunities, and overcome challenges. Fractional executives also offer insights into industry trends and best practices, which helps businesses stay competitive and relevant. Their strategic guidance is valuable for small businesses that need more resources or expertise to develop and execute a comprehensive strategy.

By providing insights into industry trends and best practices due to their years of experience, businesses stay ahead of their competitors. Fractional executives develop and implement strategic plans that align with the company’s business goals. Fractional executives also identify new opportunities and overcome challenges that may arise, providing valuable guidance and support throughout the process.

Increased Productivity

Fractional executives help small businesses increase their productivity. They provide support and guidance to help companies to streamline their operations and improve their processes. Fractional executives also offer project management support, ensuring that projects are completed on time and within budget. Small businesses achieve their goals more efficiently and effectively by increasing productivity.

Fractional executives improve their processes and streamline their operations, making them more productive and efficient. They provide project management support, ensuring projects are completed on time and within budget. This can help small businesses save time and money, enabling them to focus on their core business activities.

Improved Decision-making

Fractional executives can provide valuable insights and expertise so that their small business clients make better decisions. They guide their clients in evaluating different options to make informed decisions based on data and industry trends.

Improved decision-making is a crucial benefit to a small business owner using fractional executives with years of expertise. Engaging a fractional executive to plan the approach and execution of a task objectively can be a massive benefit due to the fractional’s exposure to various industries and companies.

Fractional executives bring a fresh perspective and objective analysis, allowing small businesses to make informed decisions that align with their business goals. They help companies to identify areas to improve their operations and guide them in achieving their desired outcomes. With their vast knowledge and years of expertise, fractional executives have seen many different organizational structures, industry-specific problems, project management, and problem-solving strategies that will help them recommend a solution that the SMB owner may not have considered without their unique viewpoint.

Fractional executives are skilled at analyzing data and market trends to help businesses make informed decisions. They provide unbiased opinions on a range of issues, from developing a marketing strategy to deciding on a new product line. They can also help small businesses evaluate the risks and benefits of different options, guiding how to minimize risks and maximize rewards.

Fractional executives can also help small businesses navigate complex legal and regulatory requirements. This can be particularly valuable for companies operating in heavily regulated industries, where the cost of non-compliance can be high. The experienced fractional executive can guide on regulation compliance and avoid potential legal pitfalls, ensuring that the business operates within the law and avoid costly fines.

Another benefit of using fractional executives is that they can help businesses access new markets and customers. Fractional executives bring a wealth of experience and expertise in different industries and markets, which can be particularly valuable for companies looking to expand into new territories. They guide how to target new customers, develop marketing strategies, and establish new business relationships.

Fractional executives can also help small businesses build strong teams. They can assist in recruiting, retaining, and developing employees, ensuring businesses have the talent they need to achieve their goals. They can also provide training and development programs to help employees build their skills and improve their performance.

In addition to these benefits, fractional executives can provide valuable networking opportunities for small businesses. They often have extensive networks in different industries and markets, which can be particularly valuable for companies looking to establish new business relationships. Fractional executives can also provide introductions to potential investors, partners, or customers, helping businesses grow and expand their operations.

Finally, fractional executives can help small businesses develop a culture of innovation and continuous improvement. They can create a culture that fosters creativity and innovation, encouraging employees to think outside the box and create new ideas. They can also help businesses implement systems and processes that enable them to measure and improve their performance over time.

If you’re a small business struggling to achieve your goals, hiring fractional executives can be a game changer. These executives offer an affordable solution to the everyday challenges of limited resources and expertise. By bringing in fractional executives, you can benefit from their flexibility, extensive experience and knowledge, and strategic guidance. This can lead to increased productivity, better decision-making, and access to new markets and customers. Additionally, working with fractional executives provides networking opportunities and fosters a culture of innovation and continuous improvement. By leveraging the advantages of fractional executives, your small business can position itself for long-term growth and success.

Header Photo by August de Richelieu
How Small Businesses Can Compete with Larger Competitors Using the Fragment Sales Strategy

How Small Businesses Can Compete with Larger Competitors Using the Fragment Sales Strategy

by soshaughnesseyNo Comments

Small businesses often find themselves at a disadvantage when competing with larger, well-established companies. However, they can still succeed. It requires them to think creatively and strategically and to develop unique approaches to win customers over.

One approach small businesses can take is implementing the Fragment Sales Strategy. This approach is advantageous when small companies find themselves in David vs. Goliath-type sales campaigns, going up against larger competitors with more resources, references, and success stories.

Salespeople can increase their chances of success by focusing on specific areas where they can create value for the customer and differentiate themselves from the competition. The Fragment Sales Strategy is a methodology that breaks down the opportunity into smaller, more manageable pieces. This helps salespeople stay organized, identify key decision-makers, and manage essential milestones in the sales process.

Essentially, with a Fragment Strategy, salespeople are trying to change the opportunity to a smaller portion of the customer’s goals where they can be successful and convince the prospect to look at other needs in a future opportunity. A Fragment Strategy is essential if you want the prospect to adopt multiple “best-in-class” products, but the small business only offers a few of the “best-in-class” capabilities.

Understanding the goals of the customer is also crucial when implementing the Fragment Sales Strategy. Salespeople need to understand what the customer is trying to achieve and what challenges they face in reaching their goals. By focusing on specific goals and offering solutions that address those challenges, salespeople can increase the likelihood of a successful sale.

Small businesses can use five basic sales strategies to win more sales. These include Frontal, Flanking, Fragment, Defend, and Develop Strategies. The Frontal Strategy involves going head-to-head with the competition and trying to win over customers based on the product’s merits. Unfortunately, a salesperson for a small business can quickly lose with this strategy when competing against a larger competitor with more resources and, in theory, more successful implementations.

The Flanking Strategy is useful for a small business salesperson because it shifts the focus of the customer’s buying criteria to new or different issues that favor your solution. It means you are not playing by the rules. You are taking a completely different approach than your competitors expect. The challenge with a flanking strategy is that you need to understand the dynamics of the prospect completely. You must understand both personal and organizational needs. It can only be used in opportunities where the salesperson has an influential inside advisor (a Coach). Ultimately, the strategy needs a strong Champion. The strategy also requires you to have multiple value propositions that are relatively unique to your offering, which may not be available to the small business B2B salesperson.

The Defend Strategy focuses on keeping existing customers happy and preventing them from defecting to the competition. Of course, this strategy depends on the current relationship with the customer. It is only applicable if the prospect already has a business relationship with the small business.

Finally, the Develop Strategy involves identifying opportunities and developing products or services that meet customer needs. While this strategy allows the building of intense relationships, it can also be the most extended sales cycle, putting a small business at significant risk if the prospect doesn’t move forward after a long development process.

Small businesses implementing the Fragment Sales Strategy should focus on understanding their customers’ goals, identifying pain points, and offering solutions to those challenges. By breaking down the sales process into smaller, more manageable pieces, salespeople can focus on areas where they can create value for the customer and differentiate themselves from the competition.

Some questions that a salesperson might ask the prospect could be:

  1. What are your short-term and long-term business goals? For several reasons, asking a prospect about their short-term and long-term business goals is an essential part of the sales process for the salesperson of a small business. Firstly, it enables the salesperson to understand the customer’s specific needs and requirements, which helps them tailor their sales pitch and offer the best solution possible. Secondly, it allows the salesperson to identify opportunities for upselling or cross-selling by offering additional products or services that can help the customer achieve their goals. Thirdly, it helps the salesperson build a relationship with the customer by showing a genuine interest in their business and demonstrating how their product or service can help them achieve their objectives. Overall, asking this question can help the salesperson position themselves as a trusted advisor and increase their chances of closing the sale.
  2. What challenges are you currently facing in your business? – A salesperson would need to ask a prospect about the challenges they are currently facing in their business to gain a deeper understanding of their pain points and business needs. By asking this question, the salesperson can identify specific problems that the prospect is looking to solve and then position their product or service as a solution. Understanding the challenges also enables the salesperson to demonstrate their expertise and industry knowledge by providing insights and advice on how the prospect can overcome their obstacles. Additionally, asking about challenges shows the prospect that the salesperson is interested in their business and is committed to finding a solution that will address their specific needs, which can help build trust and a stronger relationship.
  3. What specific problems are you trying to solve with this purchase? – A business-to-business salesperson would need to ask a prospect about the specific problems they are trying to solve with their purchase to identify how their product or service can help the prospect achieve their goals. This question helps the salesperson understand the prospect’s needs, challenges, and requirements in-depth, allowing them to tailor their sales pitch accordingly. It also enables the salesperson to offer a customized solution that addresses the prospect’s unique problems and requirements, making the product or service more valuable to the prospect. Asking about specific problems also helps the salesperson build a stronger relationship with the prospect by showing that they are interested in helping them achieve their objectives rather than just making a sale. Ultimately, understanding the specific problems the prospect is trying to solve will help the salesperson close more deals and establish themselves as a trusted advisor in the eyes of the prospect.
  4. How does this purchase fit into your overall business strategy? – A business-to-business salesperson working for a small business would need to ask a prospect how their purchase fits into their overall business strategy to understand the prospect’s long-term goals and position their product or service as a strategic solution. This question helps the salesperson identify whether their product or service aligns with the prospect’s broader objectives, allowing them to position it as an investment rather than just a purchase. Understanding the prospect’s overall business strategy also enables the salesperson to identify opportunities for cross-selling and upselling by demonstrating how additional products or services can help the prospect achieve their long-term goals. Additionally, asking about the business strategy helps the salesperson build credibility by showing that they are interested in the prospect’s broader objectives and are committed to assisting them to achieve success. Ultimately, understanding how the purchase fits into the prospect’s overall business strategy can help the salesperson close more deals and build long-term relationships with their clients.
  5. What are the key drivers of success for your business? – A salesperson working for a small business and selling to another business would need to ask a prospect about the critical drivers of success for their business to understand their priorities and position their product or service as a strategic solution. This question helps the salesperson identify the specific factors most important to the prospect’s business, allowing them to tailor their sales pitch to those critical drivers of success. By understanding the key drivers of success, the salesperson can also demonstrate their industry knowledge and expertise by providing insights and advice on achieving success in those areas. Additionally, asking about the key drivers of success shows the prospect that the salesperson is interested in their business and is committed to finding a solution to help them achieve their objectives. Ultimately, understanding the key drivers of success for the prospect’s business will help the salesperson close more deals and establish themselves as a trusted advisor in the eyes of the prospect.
  6. What are your top priorities right now? – A salesperson needs to ask a prospect about their top priorities right now to understand their immediate needs and to position their product or service as a priority solution. This question helps the business-to-business salesperson working for a small business identify which specific pain points the prospect is currently focused on, allowing them to tailor their sales pitch accordingly. By understanding the prospect’s top priorities, the salesperson can position their product or service as a must-have solution, helping the prospect achieve their most critical objectives. Additionally, asking about the prospect’s top priorities shows that the salesperson is interested in understanding their specific needs and requirements and is committed to helping them succeed. Ultimately, understanding the prospect’s top priorities will help the salesperson close more deals and build long-term relationships with their clients.
  7. What metrics do you use to measure the success of your business, and what metrics do you need to accomplish for this project and purchase? – Every salesperson needs to know the metrics for success for the product they are trying to sell. A small business salesperson would need to ask a prospect about the metrics they use to measure the success of their business and what metrics they need to accomplish for a specific project and purchase to understand the prospect’s goals and to position their product or service as a strategic solution. This question helps the salesperson identify the metrics most important to the prospect, allowing them to demonstrate how their product can help the prospect achieve their specific goals. Understanding the metrics also enables the salesperson to demonstrate their industry knowledge and expertise by providing insights and advice on how the prospect can measure their success more effectively. Additionally, asking about metrics shows the prospect that the salesperson is interested in their business and is committed to finding a solution that will help them achieve their objectives. Ultimately, understanding the metrics that are important to the prospect will help the salesperson close more deals and establish themselves as a trusted advisor in the eyes of the prospect.
  8. What are the biggest obstacles preventing you from achieving your goals? – A business-to-business salesperson working for a small business would need to ask a prospect about the most significant obstacles preventing them from achieving their goals to understand their pain points and position their product or service as a solution. This question helps the salesperson identify specific challenges that the prospect is facing, allowing them to offer a customized solution that addresses the prospect’s unique needs. By understanding the prospect’s biggest obstacles, the salesperson can also demonstrate their industry knowledge and expertise by providing insights and advice on overcoming them. Additionally, asking about the obstacles shows the prospect that the salesperson is interested in their business and committed to finding a solution to help them overcome their challenges. Ultimately, understanding the prospect’s most significant obstacles will help the salesperson close more deals and establish themselves as a trusted advisor in the eyes of the prospect.
  9. What impact would achieving these goals have on your business? – Since a small business salesperson is always concerned about wasting their time on an opportunity that will not close, asking a prospect about the impact of achieving their goals on their business to understand the prospect’s motivations and to position their product or service as a strategic solution. This question helps the salesperson identify the specific benefits the prospect is looking to achieve, allowing them to tailor their sales pitch to those particular outcomes. By understanding the impact of achieving the goals, the salesperson can also demonstrate the value proposition of their product or service and show how it can help the prospect realize their objectives. Additionally, asking about the impact of achieving the goals shows the prospect that the salesperson is interested in understanding their business and is committed to finding a solution to help them achieve their desired outcomes. Ultimately, understanding the impact of achieving the goals will help the salesperson close more deals and establish themselves as a trusted advisor in the eyes of the prospect.
  10. How does your purchase decision fit into the larger picture of your business? – This question also helps a business-to-business salesperson working for a small business clarify the priority of working on a project that turns into a successful order. The salesperson should always ask a prospect how their purchase decision fits into the larger picture of their business to understand the prospect’s strategic goals and to position their product or service as a critical component of their business strategy. This question helps the salesperson identify the prospect’s overall business strategy and the specific role their product or service plays in achieving that strategy. By understanding how the purchase decision fits into the larger picture of the business, the salesperson can demonstrate the value of their product or service as a strategic investment that supports the prospect’s overall objectives. Additionally, asking about the larger picture shows the prospect that the salesperson is interested in a deeper understanding and is committed to finding a solution that aligns with their strategic goals. Ultimately, understanding how the purchase decision fits into the larger picture of the business will help the salesperson close more deals and establish themselves as a trusted partner in the eyes of the prospect.

The salesperson should tailor the above questions to the information the salesperson already knows about the prospect’s business. However, every salesperson should understand these high-level questions and try to align their product to them.

Small businesses can compete against larger, well-established companies by developing unique approaches and implementing effective strategies like the Fragment Sales Strategy. By understanding the goals of the customer and breaking down the sales process into smaller, more manageable pieces, salespeople can increase their chances of success and win more sales.

Header Photo by Philipp Trubchenko on Unsplash
March Madness Teaches Us Great Coaching Techniques

March Madness Teaches Us Great Coaching Techniques

by soshaughnesseyNo Comments
March Madness teaches us great coaching techniques

March Madness teaches us great coaching techniques

Published: Tue, 03/14/23

—
Sean O’Shaughnessey
CEO and President
New Sales Expert LLC
[email protected]
513.348.8700

6561 Bluegrass Way
Mason OH 45040
US

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Sales Coaching: A Key Tool for Achieving Business Growth in B2B Sales

Sales Coaching: A Key Tool for Achieving Business Growth in B2B Sales

by soshaughnesseyNo Comments

Sales coaching has become integral to the modern business environment, particularly in business-to-business (B2B) sales. The sales coaching process enhances salespeople’s skills, knowledge, and capabilities to achieve their goals, deliver value to customers, and improve organizational performance. In this article, we will examine the importance of sales coaching in B2B sales organizations, explore the best practices for effective coaching, and discuss the key benefits that result from a well-executed sales coaching program.

Sales coaching has become increasingly critical to the success of B2B sales organizations. Equipping salespeople with the skills, knowledge, and resources they need to deliver value to customers and drive business growth is essential. Here are three reasons why sales coaching is critical in B2B sales organizations.

Firstly, sales coaching helps salespeople to develop the necessary skills and knowledge to engage with customers, understand their goals or priorities, and provide tailored solutions. In a B2B sales environment, customers’ goals are often complex and unique, making it challenging to identify the best strategies for engaging with them. Effective sales coaching helps salespeople identify the most effective ways to engage with customers, build rapport, and establish trust. Through regular feedback and guidance, sales coaches can provide salespeople with insights on approaching different customer scenarios, offering valuable insights, and delivering a superior customer experience.

Sales coaching provides salespeople the necessary tools to improve their communication skills, such as active listening and effective questioning techniques. This active listening capability enables salespeople to understand customers’ unique goals and motivations better, allowing salespeople to provide tailored solutions that meet prospects’ expectations. This skill is essential in B2B sales organizations, where customers’ needs are complex and varied.

Secondly, sales coaching is essential for enhancing the performance of sales teams. Sales coaching helps salespeople to focus on their strengths and weaknesses, set clear goals, and develop strategies for achieving them. Coaching provides salespeople with performance feedback, identifies improvement areas, and provides guidance on addressing these areas. This, in turn, leads to improved sales performance, increased productivity, and higher levels of job satisfaction.

Effective sales coaching can help salespeople identify areas where they need to improve, such as their communication, time management, or presentation skills. Sales coaches can provide their teams with targeted feedback and guidance, offering practical solutions for improving performance. This not only helps salespeople to become more effective at their job, but it also helps them to feel more confident and engaged in their work.

Thirdly, sales coaching helps to create a culture of continuous learning within B2B sales organizations. Sales coaching enables salespeople to develop new skills, learn about new products and services, and keep up-to-date with industry trends. Continuous learning is vital for B2B sales organizations that operate in a dynamic and fast-paced environment, where the ability to adapt and learn quickly is essential for success.

Sales coaching allows salespeople to learn from their experiences and mistakes in a safe environment that doesn’t affect their revenue production. Sales coaches can guide how to approach different customer scenarios, offer valuable insights, and help salespeople to develop new skills. By fostering a culture of continuous learning, sales coaching can help B2B sales organizations to stay ahead of the curve and remain competitive in their industry.

Best Practices for Effective Sales Coaching

To ensure that sales coaching is effective, B2B sales organizations must adopt best practices aligned with their organizational goals and objectives. The following are some of the best practices for effective sales coaching:

  1. Provide Timely and Relevant Feedback: Feedback is critical to effective sales coaching. Managers and team members should provide feedback in a constructive manner that focuses on improvement rather than criticism. Feedback should be timely, relevant, and focused on specific behaviors or actions.
  2.  Focus on Skill Development: Effective sales coaching should focus on developing the skills and knowledge necessary for success in a B2B sales environment. This includes communication, negotiation, problem-solving, and product and industry knowledge.
  3.  Use a Coaching Framework: To ensure that sales coaching is consistent and effective, B2B sales organizations should use a coaching framework that provides a structured approach to coaching. A coaching framework should include a straightforward process for setting goals, giving feedback, and developing skills.
  4.  Measure and Evaluate Coaching Effectiveness: B2B sales organizations should measure and evaluate revenue generation to ensure that sales coaching is effective. This includes tracking sales performance metrics, such as revenue, customer satisfaction, and retention rates.

Critical Benefits of Sales Coaching in B2B Sales Organizations

Effective sales coaching can deliver a range of benefits to B2B sales organizations. The following are some of the key benefits that result from a well-executed sales coaching program:

  1. Improved Sales Performance: Effective sales coaching can lead to improved sales performance, increased productivity, and higher levels of job satisfaction. Sales coaching provides salespeople the necessary skills, knowledge, and support to achieve their sales goals and deliver customer value. This, in turn, leads to increased sales revenue, higher customer satisfaction, and higher customer retention.
  2.  Increased Employee Engagement: Sales coaching can help to increase employee engagement and motivation. When salespeople receive regular feedback, guidance, and support from their coaches, they feel more valued and invested in their work. This, in turn, leads to higher levels of job satisfaction and lower turnover rates.
  3.  Enhanced Customer Relationships: Effective sales coaching can help salespeople build stronger customer relationships. Sales coaching can help salespeople to identify customer needs, provide tailored solutions, and establish trust. This leads to stronger customer relationships, higher customer satisfaction, and greater customer loyalty.
  4.  Continuous Learning: Sales coaching helps create a continuous learning culture within B2B sales organizations. Sales coaching provides salespeople opportunities to learn new skills, develop their knowledge of products and services, and keep up-to-date with industry trends. This, in turn, leads to more significant innovation, improved performance, and competitive advantage.
  5.  Aligned Goals of the Company and the Team: By doing an adequate job of sales coaching, the salespeople are working toward the same goals as the company. This prevents wasted activities that don’t serve the purposes of the company. Let’s discuss this a bit more.

Setting Clear Goals and Objectives

Setting clear goals and objectives for salespeople is crucial to the success of any B2B sales organization. These goals and objectives provide a framework for salespeople to work within and help to focus their efforts on achieving specific outcomes. Here are some reasons why setting clear goals and objectives is essential for salespeople:

Setting Clear Goals and Objectives: Coaching provides a sense of direction and focus.

Setting clear goals and objectives helps salespeople to understand what they are working towards and what they need to do to achieve success. Having a sense of direction and focus is essential for salespeople as it helps them to prioritize their tasks, make informed decisions that align with their company’s needs, and stay motivated.

Setting Clear Goals and Objectives: Helps to measure progress and success.

Setting clear goals and objectives allows salespeople to measure their progress and success. This is important as it provides a sense of achievement and helps to maintain motivation. Tracking progress will enable salespeople to adjust their approach to get on track to meet their goals.

Setting Clear Goals and Objectives: Creates accountability.

Setting clear goals and objectives helps to create accountability for salespeople. When goals and objectives are clearly defined, salespeople are more likely to take ownership of their work and strive to achieve their targets. This sense of ownership and accountability helps create a performance culture and can increase job satisfaction and employee retention.

Setting Clear Goals and Objectives: Aligns salespeople with the organization’s overall objectives.

Setting clear goals and objectives ensures that salespeople align with the organization’s overall objectives. This alignment is crucial as it helps to ensure that everyone is working towards the same goal and that the organization is moving in the right direction, as defined by company leadership. This can help create a sense of purpose and meaning for salespeople, increasing motivation and engagement.

When setting goals and objectives for salespeople, it is essential to ensure that they are specific, measurable, achievable, relevant, and time-bound. These SMART criteria help to ensure that goals and objectives are meaningful and actionable. Here are some tips for setting SMART goals and objectives for salespeople:

  • Be specific: Clearly define what you want salespeople to achieve, such as revenue targets or the number of new customers.
  •  Make them measurable: Ensure that goals and objectives are measurable so everyone can track their progress and adjustments can be made if necessary.
  •  Make them achievable: Set goals and objectives that are challenging but achievable. Setting unrealistic goals can lead to demotivation and disengagement.
  •  Make them relevant: Ensure that goals and objectives are relevant to the salesperson’s role and the organization’s overall objectives.
  •  Make them time-bound: Set a clear timeframe for achieving goals and objectives. This helps to create a sense of urgency and ensures that salespeople are focused on achieving their targets.

Effective sales coaching that includes setting clear goals and objectives is a critical component of success in B2B sales organizations. It helps salespeople develop the skills, knowledge, and capabilities needed to engage with customers, enhance their performance, and create a culture of continuous learning. By adopting best practices for effective sales coaching, such as using the SMART criteria to set goals and objectives, B2B sales organizations can realize a range of benefits, including improved sales performance, increased employee engagement, enhanced customer relationships, and continuous learning. Therefore, sales coaching should be a top priority for any B2B sales organization that wants to achieve long-term success and growth.

If you are unsure how to create an atmosphere of great coaching in your organization, please contact me. You can reach me by filling out the form on this site or by emailing Sean@NewSales.Expert.

Header Photo by cottonbro studio
Leading Your Sales Team to Success: 5 Best Practices You Need to Know

Leading Your Sales Team to Success: 5 Best Practices You Need to Know

by soshaughnesseyNo Comments

In today’s highly competitive business environment, sales leaders play a crucial role in the success of their organizations. They are responsible for setting sales targets, creating effective sales strategies, and motivating their teams to achieve their goals. However, being an effective sales leader requires more than just setting targets and motivating your team. This article will explore the five best practices of effective sales leaders.

1. Set clear and achievable goals.

One of the primary responsibilities of a sales leader is to set clear and achievable goals for their team. Setting goals is critical to keeping your team focused and motivated. With clear goals, your team will know what they are working towards and may be able to achieve the results you expect.

When setting goals, it’s essential to make them SMART – specific, measurable, achievable, relevant, and time-bound. 

  • Specific goals are clear and well-defined. 
  • Measurable goals allow you to track progress and determine success.
  • Achievable goals are realistic and within reach. 
  • Relevant goals align with your organization’s overall objectives. 
  • Time-bound goals have a deadline or timeframe for completion.

Setting SMART goals gives your team a clear direction and purpose. This guidance helps them focus their efforts on the activities that will help them achieve their objectives.

2. Develop a sales strategy.

Once you have set your sales goals, the next step is to develop a sales strategy. A sales strategy outlines your team’s approach to achieving its goals. It includes the tactics and activities that your team will use to reach its targets.

Your sales strategy should be based on deeply understanding your market, customers, and competitors. It should also take into account your organization’s strengths and weaknesses. A good sales strategy is flexible and adaptable. It allows your team to adjust its approach based on the market or changes in customer needs.

When developing your sales strategy, it’s essential to involve your team. Your sales team has firsthand knowledge of your customers and their challenges. You can tap into their expertise by involving your team in the strategy development process and gain buy-in for the approach.

3. Provide ongoing training and coaching.

Sales is a dynamic and constantly evolving field. To be successful, your sales team needs ongoing training and coaching. Ongoing training helps your team stay up-to-date with the latest industry trends and best practices. It also helps them develop new skills and techniques that can help them close more deals.

Coaching is equally essential. Sales coaching helps your team identify areas for improvement and develop strategies to overcome challenges. It also gives your team feedback and support, helping them stay motivated and focused.

You must understand your team’s strengths and weaknesses to provide effective training and coaching. This requires regular communication and feedback. Regular one-on-one meetings with your team members can help you identify areas for improvement and develop tailored coaching plans.

4. Foster a positive team culture.

Sales can be a high-pressure and stressful environment. To be successful, your team needs to work well together and support each other. This requires a positive team culture.

A positive team culture is built on trust, respect, and collaboration. It’s a culture where team members feel valued and appreciated. It’s also a culture where team members feel comfortable sharing their ideas and opinions.

As a sales leader, you are critical in fostering a positive team culture. You need to lead by example and model the behaviors you want to see in your team. You also need to encourage open communication and provide opportunities for team members to collaborate and work together.

5. Use data to drive decisions.

Finally, effective sales leaders use data to drive their decisions. Data provides insights into your team’s performance and helps you identify areas for improvement. It also lets you track progress toward your goals and make informed decisions about your sales strategy.

To use data effectively, you need the right tools and systems. This includes a robust CRM system that captures and tracks critical sales metrics such as leads, opportunities, and pipeline value. It also provides analytics tools to help you analyze your data and gain insights into your team’s performance.

Data can also be used to optimize your sales process. By analyzing your sales data, you can identify bottlenecks and areas where your team struggles. This allows you to develop targeted interventions to improve performance.

Effective sales leaders use data to continuously improve their sales process and drive results. They are always looking for ways to optimize their approach and stay ahead of the competition.

Being an effective sales leader requires a combination of skills and practices. It requires setting clear and achievable goals, developing a sales strategy, providing ongoing training and coaching, fostering a positive team culture, and using data to drive decisions. By following these best practices, sales leaders can motivate their teams and drive results. They can also create a culture of continuous improvement that allows their organization to stay ahead of the competition.

Header image by Tumisu from Pixabay
Two Tall Guys Podcast – Focus on One or Two Key Topics in Your Weekly Sales Meeting – Episode 22

Two Tall Guys Podcast – Focus on One or Two Key Topics in Your Weekly Sales Meeting – Episode 22

by soshaughnesseyNo Comments

Your sales meeting should discuss the highest priority topics that require immediate attention. For broader issues, it is recommended to use other venues. To stay on point, it is important to control the agenda and flow of the meeting. Additionally, meeting minutes should be kept short and focused on action items to ensure that tasks are completed following the meeting.

Discussing one or two topics deeply rather than many topics lightly is recommended to promote growth. This will encourage open dialogue and feedback among team members, which can help to generate new ideas and insights. It is important not to play with new meeting tools until you are proficient to avoid wasting time.

Assigning specific tasks to individuals following each meeting is also essential to ensure that projects progress. Additionally, it is recommended to have a team member present at each meeting to learn leadership skills and be acknowledged for their contributions. Following these guidelines can make meetings more productive and focused, and the team can work together to achieve their goals.

Maximizing Sales Performance: The Power of Coaching

Maximizing Sales Performance: The Power of Coaching

by soshaughnesseyNo Comments

As a small business owner, you know that your company’s success depends on your sales team’s performance. That’s why providing your team with the tools they need to improve their skills and achieve goals is crucial. Regular coaching sessions help your sales team grow and perform at their best.

Identify Areas of Struggle and Success

Coaching allows you to identify areas where sales team members are struggling; while recognizing areas of success. You help your sales team focus on growth areas by acknowledging what works well or needs improvement. This effort fosters a culture of continuous improvement and provides sales team members with the tools they need to be successful.

Be Specific and Constructive

It is essential to be specific and constructive when providing coaching and feedback and providing actionable feedback that focuses on particular areas for improvement. By focusing on specific areas for improvement, you can help your sales team make changes to improve performance.

Provide Support and Guidance

Regular coaching and feedback sessions allow sales leaders to work closely with each sales team member, providing them with the guidance and support they need to improve their skills and achieve their goals. This coaching can include setting individual sales targets, providing training resources, and offering personalized support for each team member’s unique needs. By providing this support and guidance, you can help your sales team to succeed and contribute to the overall success of your business.

Regular coaching and feedback sessions are essential for improving the skills and performance of your sales team. By identifying areas of struggle and success, being specific and constructive in your feedback, and providing support and guidance, you can help your sales team achieve their goals and drive success for your small business. Remember, investing in your sales team is an investment in the future success of your business.

Two Tall Guys Podcast – Be Respectful – Start Team Meetings on Time, End on Time- Episode 21

Two Tall Guys Podcast – Be Respectful – Start Team Meetings on Time, End on Time- Episode 21

by soshaughnesseyNo Comments

Efficient and effective meetings are essential for the success of any business, and the EOS L10 meetings have become increasingly popular in recent times. It is important for all meetings to start and end on time, avoiding rewarding tardiness and respecting everyone’s schedule. It is crucial to address individuals who regularly arrive late in private. In addition, time management is key to ensuring that each topic is discussed within the allotted time frame, and sales meetings should be approached similarly to a sales call. By adhering to these guidelines, the sales department can increase productivity and achieve its goals promptly and efficiently.

20 Activities That a Virtual Assistant Can Perform To Help a Sales Leader Be More Effective

20 Activities That a Virtual Assistant Can Perform To Help a Sales Leader Be More Effective

by soshaughnesseyNo Comments

A Vice President of Sales plays a critical role in the success of a business by overseeing and leading the sales team to achieve revenue targets. To be effective in their position, the VP of Sales must be able to focus on strategic decision-making and high-level planning while delegating operational tasks to a capable team. One way to facilitate this delegation is through a virtual assistant, who can perform various functions that support the VP of Sales and the sales team. Here are some ways a virtual assistant can add value to the role of VP of Sales.

A virtual assistant can help with the day-to-day tasks that distract a VP of Sales from their strategic responsibilities. For example, a virtual assistant can manage the VP of Sales calendar, schedule appointments, and handle administrative tasks such as email management and data entry. By offloading these tasks, the VP of Sales can focus on more high-level tasks, such as developing sales strategies and building relationships with key clients.

A virtual assistant can support the sales team by providing administrative and operational assistance. For example, a virtual assistant can help with lead generation, research, and qualification. They can also help with sales report creation, CRM management, and follow-up with potential customers after sales meetings. By providing this support, the virtual assistant frees the sales team to focus on their core responsibilities of building client relationships, closing deals, and generating revenue.

A virtual assistant can help the VP of Sales stay organized and on top of their responsibilities. For example, a virtual assistant can help with meeting preparation, event planning, and travel arrangements. They can also assist with expense management and task delegation. By allowing the VP of Sales to stay on top of their tasks and responsibilities, the virtual assistant enables them to be more productive and effective.

A virtual assistant can help the VP of Sales stay up-to-date on industry trends and market insights. For example, a virtual assistant can conduct market research and competitor analysis, analyze sales performance metrics, and provide insights to help the VP of Sales make informed decisions. By providing this valuable information, the virtual assistant allows the VP of Sales to make strategic decisions that drive revenue growth.

A virtual assistant can help the VP of Sales build a strong sales culture. For example, a virtual assistant can help train the sales team on best practices, product knowledge, and sales techniques. They can also support, plan and coordinate team-building activities and other initiatives that promote collaboration and teamwork. The virtual assistant helps the VP of Sales build a successful and effective sales organization by promoting a strong sales culture.

20 productivity-enhancing activities that a virtual assistant can perform to help a sales leader be:

  1. Scheduling and managing appointments: A virtual assistant can schedule appointments, manage calendars, and set reminders.
  2.  Lead generation and qualification: A virtual assistant can help with research and identify potential customers, contact them to qualify them, and keep a record of progress.
  3.  Data entry and management: A virtual assistant can manage and organize customer data and sales records, keeping them up-to-date and accurate.
  4.  Email management: A virtual assistant can manage and filter email correspondence, respond to routine inquiries, and forward important messages to the sales leader.
  5.  Social media management: A virtual assistant can manage social media accounts, create content, and monitor engagement.
  6.  Sales report creation: A virtual assistant can create reports on sales performance, market trends, and competitor analysis.
  7.  Proposal and contract drafting: A virtual assistant can help prepare client proposals and contracts.
  8.  Conducting market research: A virtual assistant can conduct market research on industry trends, competitor analysis, and customer preferences.
  9.  CRM management: A virtual assistant can manage the sales leader’s customer relationship management (CRM) system, update records, and track sales activities.
  10.  Call screening: A virtual assistant can screen incoming calls, filtering out cold calls and telemarketing solicitations.
  11.  Meeting preparation: A virtual assistant can prepare meeting materials, including agendas, presentations, and reports.
  12.  Client communication: A virtual assistant can communicate with clients, respond to inquiries, and provide updates on sales progress.
  13.  Sales follow-up: A virtual assistant can follow up with potential customers after sales meetings, and track leads through the sales funnel.
  14.  Sales training: A virtual assistant can help train sales teams on best practices, product knowledge, and sales techniques.
  15.  Event planning: A virtual assistant can assist with planning and coordinating sales events, such as trade shows or conferences.
  16.  Travel arrangements: A virtual assistant can assist with booking flights, hotels, and transportation for sales trips.
  17.  Expense management: A virtual assistant can help manage sales expenses, keep track of receipts, and create expense reports.
  18.  Task delegation: A virtual assistant can delegate tasks to sales team members, follow up on their progress, and ensure timely completion.
  19.  Lead nurturing: A virtual assistant can help nurture leads and build relationships with potential customers over time.
  20.  Analytics and performance tracking: A virtual assistant can help track sales performance metrics, analyze data, and provide insights to help the sales leader make more informed decisions.

In conclusion, a virtual assistant can add significant value to the role of VP of Sales by providing support and assistance that allows the VP of Sales to focus on their core responsibilities. From managing day-to-day tasks to supporting the sales team, providing market insights and analytics, and promoting a strong sales culture, a virtual assistant can help a VP of Sales build a successful and effective sales organization.

Photo by Kari Shea on Unsplash
92% of Small Companies Don’t Do Much Sales Training

92% of Small Companies Don’t Do Much Sales Training

by soshaughnesseyNo Comments

As a small business leader, you know that sales are the lifeblood of your company. Training your salespeople and non-salespeople on the best practices in B2B sales is crucial. Unfortunately, a recent study by Sales Xceleration® revealed that 92% of all small companies surveyed do not do sales training. This lack of investment is a concerning statistic.

The benefits of sales training for your employees are numerous. By providing training on best practices in B2B sales, you’re investing in the skills and knowledge of your sales team. This can translate into increased sales, higher revenue, and a more robust bottom line. Additionally, a well-trained sales team can improve customer relationships, build trust with prospects, and increase customer loyalty.

But sales training isn’t just for your sales team. Your non-salespeople, including your customer service representatives, marketing team, and even your receptionist, can benefit from sales training. When everyone in your company understands your sales process, they can work together to support your sales team and contribute to your business’s success (I assume you have a documented sales process, but that is the subject of another post). By providing training on best practices in B2B sales, you’re creating a company-wide culture that prioritizes customer satisfaction and sales growth.

Various sales training resources, including online courses, workshops, and in-person training programs, are available. Consider bringing in an external sales consultant such as myself, Sean O’Shaughnessey. Additionally, you can leverage the expertise of your existing sales team by having them lead internal training sessions or mentor other team members.

It’s important to note that sales training isn’t a one-time event. To truly reap the benefits of sales training, you need to make it an ongoing priority. This can mean offering regular training sessions, providing resources and support for employees who want to continue learning independently and incorporating sales training into your onboarding process for new hires. This has been the subject of the last Two Tall Guys Talking Sales podcasts, so it would be good for your team and you to subscribe to that resource.

Sales training is an essential investment for any small business that wants to grow and succeed in today’s competitive marketplace. By providing training on best practices in B2B sales, you’re investing in the skills and knowledge of your team, creating a customer-focused culture, and setting your business up for long-term success. With so many resources available, there’s no excuse for not providing your team with the training they need to succeed. Don’t be one of the 92% of small companies that don’t prioritize sales training – take action today and start investing in the future of your business.