How badly do you want to exceed your sales goals? How badly do you need a sales expert to help lead you to success and profitability? If I have gotten your attention, then find out what this blog can do to help you.

Sep 4

The economics of the system are simply too powerful to ignore.

A few months or years ago, when you started your company or took over as the leader of the organization, you were confident that about this time in your business plan you would have met or exceeded all your sales goals. Sadly, however, you didn’t quite reach those numbers, and now you lay awake in bed wondering how you are going to turn this ship around and get it back on course. Sound about right? 

So, now that sales have been going south for a few months (or at least not going up) you desperately search the internet for an answer, and come across a possible solution called a “Fractional” or “Outsourced” VP of Sales. You think to yourself, “Wait a minute, I thought companies only do that with CFOs or COOs?” Interested, you dig a little deeper and find out that, indeed, there are companies that offer extremely skilled VP level sales experts that can be hired for your business. They have simply chosen to leverage their skill set, and help many companies; not just one.

“So how does it work?” you ask, and by digging even deeper on the internet, you’re excited to read that a Fractional VP of Sales may be just the person you need who can breathe new life into your business, and put you onto the path of profitability.  It almost sounds too good to be true, so you search further, and here is what you find out about the Who, Why, When and How of a fractional VP of Sales…

• Who are they? A fractional/outsourced VP of sales is a specialized consultant, serving as your own VP of Sales, (typically an expert with 25+ years in sales, marketing and/or brand communications) who will impart their experience, knowledge and expertise into building your own high-performance sales team that will learn the skills to win against tough sales challenges. Their past experience allows them to see through and develop a proactive strategy to overcome many of the obstacles many lower level managers cannot even see.  Most importantly however, a fractional VP will be there to listen to you, to build alongside you, and will be there so you don’t feel alone in this “battle called business”.

• Why hire them? A fractional VP of Sales/Marketing works as the sales leader of your business either part-time each week or full-time for a limited contractual term. During this time, the outsourced VP will develop a solid sales plan, develop a new market strategy, re-organize your branding efforts, or work with you on all three paths. This releases the business owner or company leader, to remove the stress of driving sales so you can focus on the total vision of the company. The VP is valuable because they bring to the leader an outside perspective they never had in their role. Imagine being able to bounce ideas off a senior executive with 25+ years of experience; and expert in your business? What’s it worth to you as you continue the struggle to fulfill your plan? It’s priceless.

• When do you hire them? Most company leaders make the mistake that they only need this outside expertise when they are dying, but they would be sorely mistaken. Rapid growth can be as dangerous as no growth. Additionally, changing directions in your company can also create unnecessary turmoil, and without a seasoned veteran in place, can cause huge disruptions in your business. A fractional VP will acutely plan a strategy that ensures smooth and steady growth. Remember what Goldilocks preferred? Not too hot and not too cold? Just right! That is the value of a 25+ year veteran.

• How much do they cost? So the big question most people ask is, “I see the value now, and I am willing to make the investment in my business, but how can I afford it?” I will share a story about my own years as a fractional VP to help you see the value.  I spent anywhere from four to 10 hours per company, per week with leaders wanting to grow their business. We measured the previous one year sales volume, developed a sales plan, worked it strategically, and then measured the results again after 12 months’ sales volume. In 91.8% of the cases, the company added an additional $216,000 in additional annual revenue (adjusted for inflation). Their investment hiring me as a fractal VP was, on average, $1,050 per week for 46 weeks (again adjusted for inflation). That is a rate of return on their money of 444%. Would you guess these companies were satisfied with the results? 

IS THIS A MOVING TREND? Well let’s look back in time. Thirty years ago, no one had heard of an outsourced or fractional CFO or COO. Now they are everywhere, and have helped tens of thousands of companies succeed in profit-tight markets. In less than 10 years from now, outsourced/fractional VP of sales, marketing and/or brand communications will be commonplace amongst small to medium businesses. The economics of the system are simply too powerful to ignore. Why invest huge sums of money in untested, less than reliable leaders, when you can take your resources, and plug them into a seasoned veteran that has a proven track record of growing companies? If you now see the value in hiring a time-tested, results proven leader, email me at hank@haxakain.com, or call me at 904-878-1434. I offer a free 30 minute consultation, and we will discuss whether a fractional VP of sales leadership is right for you. You have nothing to lose, except more sales.