What if shared sales management was for you ?

Le 11 June 2015

This is not about fashion or trends. Neither is it about getting rid of internal posts nor making more profits. It is not the new Eldorado, the Panacea or the Holy Grail. Shared management is above all an ad hoc alternative, i.e. an option that has to be taken at the right moment, for the right reasons and with a specific goal.

An ad hoc option

Whether you are developing or are already well-established, or if you are a micro-business, SME or a key account, there are periods in a company’s life when crucial choices must be made with no mistakes when the aim is to secure the necessary resources to accomplish a task. Considering shared sales management is about giving yourself the means to acquire specific top-end expertise, risk-free and at a cost matching your financial capabilities.

An experienced sales manager with a proven track record, coupled with the advantage of a neutral external perspective, works several days a week in your company to accomplish the specific task defined by you. Their proficiency, their network and their analytical abilities are put to work to develop your sales for a 4-9 month period in general. This is undertaken in cooperation with management and in perfect synergy with in-house sales departments. This, is the principle of shared sales management.

Shared sales management: for who and when?

Shared sales management can be a tactical or a strategic choice made at key moments for a company whether it is a micro-business, an SME or a larger-sized firm. It can be a solution to break into new markets such as pharmaceutics and perfumery, in areas where the company has no appointed sales manager. It is worth considering to start a business or to launch a product, or even in critical situations when in-house staff are unable or unwilling to take on the task due to lack of motivation or expertise. Shared sales management can also be a transitional solution, for example, when a sales manager leaves a company and cover must be found for this gap before finding a replacement.

Lack of time and personnel

Shared sales management can help restore balance when no one has the time to deal with an issue, when the manager goes out of their way to take care of it at the expense of other essential tasks and when the foundations for growth are neglected due to staff shortages.

Lack of resources

When a small-sized company has the same requirements as a larger one but lacks the same financial resources, they must find solutions that are just as efficient but cheaper and less risky. This necessary pragmatism helps it find more flexible solutions that make the business more agile. With time-sharing, the concept of “critical size” of a company is no longer a handicap.

Significant benefits

Enlisting the services of a sales manager on a time-shared basis provides numerous advantages according to different set-ups. It enables the company to refocus on its core business and it ensures the presence of top in-house expertise but without the risk and onerous administration or HR procedures. Time-sharing equates to shared costs and a controlled budget.

Flexibility

The sales manager’s task on a time-shared basis is determined according to actual needs. The scope of action is time-limited in that the company chooses how long the sales manager is present based on their task and the targets set.

New top-level in situ expertise

Shared sales management makes it possible recruit a recognised and experienced expert who is immediately operational and available. They can breathe new life into a business using perfectly mastered tools and knowledge.

Reducing risks

Risk-taking is minimised. The ad hoc dimension helps cut costs, prices are fixed and the budget is therefore perfectly controlled. The company remains in charge of sales management as there is no long-term commitment and any split can be amicably managed if you are not satisfied.

Sales management on a time-shared basis is worth considering but it should not be forgotten that this requires the company to be genuinely involved through additional, supplementary work.

Sales management on a time-shared basis is worth considering but it should not be forgotten that this requires the company to be genuinely involved through additional, supplementary work.