I call it

fractional sales management

Fractional Sales Management provides a part-time sales leader who manages your sales pipeline and coaches your sales leaders.

Too much of the “s-word”? I know… I get it. But…

Even architects, engineers, consultants, and other experts need help with sales from a skilled sales manager. A Fractional Sales Manager coaches contemporary sales skills that aren’t salesy while organizing and running an efficient sales function. Importantly, a Fractional Sales Manager doesn’t sell for you, but provides the right guidance and advice experts need to be successful.

Still have questions? Here are a few FAQs.

Maybe these are some of the

Challenges You Face

Developing New Leaders

Who are they? Are you promoting technical experts with no sales acumen while overlooking business-minded, up-and-coming firm leaders?

Congrats! You're a Partner

…and suddenly you’re responsible for revenue generation. Are you ready to contribute or are you woefully unprepared to find and win new clients and new business?

Differentiation

How can your firm stand out from the competition? Do your clients choose you because of your expertise alone, or because you are their trusted advisor?

Revenue Generation vs. Utilization

There is no penalty when your Doer-Sellers exceed their target utilization rate – at least not that you’ll notice before the pipeline dries up in a few months.

Productivity

Gains in productivity are hard to come by. How can your busy Doer-Sellers make the most efficient and effective of their non-billable time to grow your practice?

One Trick Pony

Your clients see you as an expert in your specialty, which is good, but there is much more you can do for them. How do you cross-sell to help them more?

Fractional Sales Management

CONSULTING

Wainwright Insight works with small and mid-size professional services firms in part-time consulting engagements to manage your sales pipeline and coach your sales team members.

A typical Fractional Sales Management engagement involves about a half-day of work every week with various members of your sales team, which is everyone involved in client development and sales pursuits. I’m with you week in, week out, working with individuals and groups to build the muscle-memory for sales your team needs. Overall duration and scope can vary, as all clients have different needs and goals.

The core elements of my approach are:

1-on-1 Sales Coaching and Team Training

1-on-1 Sales Coaching and Team Training

Everyone learns a little differently, so 1-on-1, just-in-time coaching is the best way to develop good practices and then apply them in real situations in real-time. 1-on-1 sales coaching sessions… Read More

Sales Pipeline Management

Sales Pipeline Management

Good sales pipeline management brings order and structure to an often disorderly system. This creates a solid base for growth. A regular cadence of sales team meetings and individual pipeline… Read More

Sales Planning

Sales Planning

Without exception, a more planned approach to sales will increase your chances of success. In an increasingly competitive marketplace, your firm needs every advantage you can get. Sales planning around… Read More

CRM System Management

CRM System Management

Selection of the right sales tools, often including a Customer Relationship Management (CRM) system, is critical to a successful sales program. Even more important is the proper use and management… Read More

Small group and individual

Courses

NOW IN DEVELOPMENT… 8-week learning cohort programs for individual Doer-Sellers in professional services firms.


→ Click here to contact us for more information on program dates and pricing ←

Most professional services firms centralize new business development on far too few people, creating a precarious and unsustainable situation when those few team members retire or leave. High-performing service firms understand the importance of building sales skills across many current and potential firm leaders. The Selling Expertise Learning Cohort exists to achieve exactly that.

This program is designed for individual Doer-Sellers in small- and mid-sized professional services firms with some existing sales experience. Each cohort has a maximum enrollment of 12 people. It includes 6 Group and 2 Individual sessions.

Have you made a plan for your most important clients? Download this Account Development Planning guide and template to learn how.

Download form
Some results from

My Clients

Mark Johnson AIASignal Architecture + Research

His work is different from the marketing team or firm rainmaker role. Mark coaches us to look to our close connections and build outward for new business, rather than always pursuing the golden egg or the longshot RFQ.

Patrice Cresci CFPTeam Hewins

The sales planning we now do is a big improvement. Just taking the time to think through an important sales conversation with a prospective client is invaluable.

Brice Maryman FASLAMIG

We’ve had marketing staff for years, but Mark’s work to build our sales skills and keep our Doer-Sellers organized with a solid process and personalized coaching has changed how we find and win new work.

Here's a bit

About me

I’m a marketing and sales professional with 25 years of experience—the majority spent building and growing professional services firms. I coach individuals, develop sales processes, manage pipelines, and when appropriate, implement CRM systems. I know how to bring all of these processes and systems together so they really benefit your organization and work with your business, not against it.

More importantly, this is what I believe:

I believe that, in order to serve the client, the practitioner needs to sell, and that even technical professionals can do this.

I believe these technical professionals can increase their skills and confidence by learning an organized, rigorous, rational sales process.

I believe that coaching, particularly in subjects at the edge of one’s comfort zone, is the best way to achieve behavior change.

I believe that firms can take control of their sales pipelines, build confident sales leaders, and become the firm they wish to be.

I would love to help your firm grow. My Wheaten Terrier Bemus can help too. We can guide you as you build a solid foundation for growth. I’ll be doing most of the work, though.

Mark
Bemus
AND NOW FOR A FEW OF

My Insights

Breaking BizDev podcast

Sales and marketing are both critical parts of a successful professional services firm. So why do so many firms lump them both together? Twice each month, Mark Wainwright and John… Read More

more insights

contact

Thank you for your interest!

If you’re intrigued about how you can finally take control of your sales pipeline and build more confident sales leaders, let’s talk.

Wainwright Insight is based in Seattle, Washington and works with professional services firms throughout the United States and Canada.



Call or email:

206-395-9747
info@wainwrightinsight.com