Always be closing or ‘ABC’ is a familiar phrase to salespeople, made iconic by Alec Baldwin in the 1992 film Glengarry Glen Ross (adapted from the Pulitzer Prize-winning 1984 play by David Mamet). It’s since become the go-to line for two camps: those who firmly believe…
Fractional sales management serves companies with small sales forces of two to fifteen salespeople. These small sales forces are difficult to cost-effectively manage due to the diseconomy of scale in the department. Typically, this diseconomy of scale is handled one of five ways:
Even though fractional sales management has many benefits, it’s not for every company. Sure, a part-time sales manager can provide most of the benefits of a superstar sales manager for a fraction the cost, but there are some points of note for the model.
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