Fractional Sales Management: Sales Management 2.0
Fractional sales management means an experienced sales leader runs your sales team as an outside partner, without the cost, recruiting time and risk of hiring a sales manager as an employee. The Novak Group’s Sales Management 2.0 service makes us your outsourced sales manager: we run your sales meetings, pipeline reviews, one-on-one coaching, CRM discipline, KPIs and sales reporting, accountability and commission plans. It’s built for companies with salespeople but no dedicated sales manager — or a CEO who’s tired of managing the sales team themselves.
Is Fractional Sales Management Right for You?
You’re a good fit if:
- Your company does $5 million or more in revenue and sells high-ticket products or services
- You, the CEO or owner, are spending hours managing salespeople instead of running the business
- Your team relies on inbound leads and rarely prospects
- Close rates, follow-up or CRM discipline are inconsistent
- You’ve tried hiring a sales manager and it didn’t work out
Fractional Sales Manager vs. Full-Time Sales Manager
| Fractional (Sales Management 2.0) | Full-time hire | |
|---|---|---|
| Cost | Starts at $7,500/month; no benefits or recruiting costs | Salary + commission + benefits + recruiting |
| Time to impact | Starts within weeks | 3–6 months to hire and ramp |
| Experience | 35+ years in sales across many industries | Varies by hire |
| Commitment | 1-year minimum, no employment liability | Costly if the hire doesn't work out |
| Long-term | We can train and hand off to your future in-house manager | Permanent role |
What's Included in Sales Management 2.0
- Strategic Sales Planning Session — goals, ideal customer, target market and a tracking process.
- Weekly sales meetings — upbeat, structured meetings that share best practices and review numbers.
- Pipeline management — stage definitions, deal reviews and forecasting.
- One-on-one coaching — individual coaching for every salesperson on prospecting, presenting, closing and follow-up.
- Accountability, CRM discipline and KPIs — we set clear KPIs, require consistent CRM use, and deliver weekly reports on sales stats: activity, pipeline, close rates and revenue.
- Commission plan review — compensation that rewards the behavior you want.
- Training — Tod’s Making the Human Connection training and Novak’s 2 Steps to Selling.
- Recruiting support — help hiring and onboarding new salespeople.
- Hand-off — when the system runs smoothly, we can transition it to an in-house manager.
Why Follow-Up Is Where Most Sales Are Lost
In over 13,000 coaching sessions, Tod Novak has found follow-up is the weakest link in most sales processes.
Follow up facts:
- 58% of all salespeople quit completely after a single call on a prospect
- 20% make two calls before giving up
- 7% make three calls
- 15% make five calls or more
- The 15% of the salespeople that make five calls or more produce about 75% of all the business
Results by Industry
- LASIK practice: $3 million+ sales increase in 22 months; record years two years in a row
- Digital marketing agency: 35% sales increase within 12 months; a record-breaking year
- Entertainment & promotions: gross sales from $27 million to over $100 million in 3 years
Industries we've helped grow:
- Restoration services
- Call centers
- Digital marketing & SEO agencies
- Entertainment & promotions
- LASIK & vision correction
- Plastic & cosmetic surgery
- Manufacturing
- Oil & gas
- Wireless technology
- Emergency systems technology
- Med spa & aesthetics
- Law firms
Fractional Sales Management FAQ
How much does a fractional sales manager cost?
Engagements typically start at $7,500 per month, based on team size and scope.
How long does an engagement last?
The minimum commitment is 1 year. Past engagements have run 1 to 2½ years.
Will you replace our salespeople?
No. Our goal is to make your current team better. If someone isn’t a fit, we’ll tell you honestly and help you recruit a replacement.
What happens when we're ready to hire a sales manager?
We help you recruit them, then coach them through our 1-year Sales Manager Coaching program so the system keeps running.
Case Studies
Digital Marketing
Digital Marketing Case Study
Medical
Lasik Case Study
Your Business Deserves More Sales — We Can Help!
