Question 1

What is fractional sales leadership?

Accepted Answer

Fractional sales leadership provides experienced sales management on a part-time or project basis. Instead of hiring a full-time VP of Sales (which can cost $200K-$400K+ annually), you get strategic guidance, team coaching, and process oversight for a fraction of the cost. It's ideal for startups that need sales expertise but aren't ready for a full-time executive.

Question 2

How often should I coach my sales rep?

Accepted Answer

New sales reps need weekly 1:1 coaching sessions (30-60 minutes) plus regular deal reviews. As they ramp, shift to bi-weekly 1:1s with ad-hoc deal support. Focus coaching on specific behaviors and skills—review recorded calls, role-play difficult situations, and debrief won/lost deals. Consistent coaching is the single biggest driver of sales performance.

Question 3

When should I hire a sales manager?

Accepted Answer

Hire a sales manager when you have 4-6 quota-carrying reps and can no longer effectively coach and manage them yourself. Signs you're ready: reps aren't getting enough 1:1 time, deals are slipping through cracks, or you're spending more time managing than on strategic work. Hiring a manager too early wastes money; too late burns out your team.

Question 4

How do I measure sales team performance?

Accepted Answer

Track both leading and lagging indicators. Lagging: quota attainment, revenue, win rate. Leading: pipeline generated, activity quality, deal velocity. Review weekly metrics in team meetings and monthly/quarterly trends in business reviews. The best frameworks combine quantitative metrics with qualitative assessments of skill development and deal execution.

Coaching & Advisory

What We Cover

Coaching & Advisory

What We Cover