Interim Sales Management

There are a number of sales and business development situations when an interim sales manager is the ideal strategic decision.

Sales Expansion
Business Improvement
CRM
New Products and Markets
Mergers and Acquisitions
Joint Ventures
Business Turnaround
Corporate Crisis
Critical Skills Gap
Succession

Sales Expansion

To fight off competitors, respond to new opportunities, enter new markets or respond to market downturns, companies need to be able to expand and contract their sales teams at almost a moment's notice. Interim management is the perfect resourcing solution. It delivers experienced sales and business development professionals, handpicked for each situation – who can be flexed up and down as and when required. Back to top

Business Improvement

Companies are constantly looking for ways to speed the sales cycle, reduce customer churn, increase revenue, and grow their margins. The solution may involve the introduction of new technology, a rethinking of processes, new training, expanding into new geographical markets, finding distributors, or developing and delivering a different sales channel strategy. These are often specialist projects which an incumbent team hasn't faced before.

Interim sales managers – who have successfully handled such initiatives in similar business situations – are a no-risk, results-guaranteed route. Companies who deploy them are gaining immediate access to their experience and insight, and know that results will be delivered fast. Back to top

CRM

The way in which companies manage their customer relationships has a huge impact on the bottom line. Satisfied customers are cheaper to sell to. They will pay premium prices to suppliers they know and trust. They refer new customers. These new customers are similar, not only demographically, but also in terms of their needs and spending, making them easy to sell to and to service. Importantly, robust customer retention also makes market entry or increasing market share difficult for the competition. No wonder companies are under pressure to explore new CRM systems.

With so many CRM options on offer and so many customer issues to consider, this area can be a costly minefield. We can provide interim sales managers with specific experience in this area. Their knowledge will prove invaluable in helping companies scope their CRM needs, explore the suppliers, and manage the entire project. Back to top

New Products and Markets

Today's fast-moving environment leaves no time to waste and no room for failure. Product and service innovation is relentless. New markets must be explored today and successfully entered tomorrow. However, such bold moves mustn't be at the expense of current customers – especially as acquiring new customers costs a lot more than selling to the existing ones.

Experienced interim sales managers and business development specialists can leverage their knowledge to help you rapidly identify, target, and enter new markets – leaving your sales team free to focus on vital day-to-day business. Back to top

Mergers and Acquisitions

Mergers and acquisitions are often driven by companies' complementary customer bases which offer an opportunity for massive cross-selling. The successful amalgamation and restructuring of sales functions is vital to this. But that's easier said than done. If an acquisition brings with it new distribution channels, substantial changes need to be made in order to utilise them. Products may need to be re-defined and re-priced. There may be cultural issues to address, shared customers for whom a new strategy must be devised, and product ranges to rationalise.

All of this must be done quickly. With organisational roles and responsibilities confused, a state of inertia may set in. People will be unsure of their future, the business will lose momentum, high performing staff will leave, and sales and customer service will be the first areas to suffer.

Interim sales managers – who have a proven track record in M&A situations – can be invaluable in this situation. They absorb the additional workload, hasten successful integration, and have the experience to support managers who have not been through the process before. Back to top

Joint Ventures

With the partner companies behind a joint venture each having it own 'man on the board', a joint venture can get mired down in inter-company politics and vested interests. An interim sales manager has the gravitas to deal with both companies at the highest level, and the independence to say what's in the interest of the venture itself. As a result, the joint venture achieves its full potential – and all the partners benefit. Back to top

Business Turnaround

In business turnaround situations you need decisions to be taken, they need to be the right decisions, and they must taken fast.

Interim sales managers who are turnaround specialists can quickly assess a company's situation, see where the sales strategy is failing, and bring their massive experience and impartiality to bear. If poor sales or business development is a critical part of the problem, an interim sales manager who is a specialist in these areas can then be called in to recommend and implement the changes required.

They can cut through the historical clutter to see exactly what needs to be done. Then help the management team do it – either by getting truly hands-on, or by mentoring the management team. This can include grooming key managers to take over the reins and to continue the good work once the interim sales manager has left. Back to top

Corporate Crisis

A new competitor has entered the market, finances are under threat, the critical IT system is overdue and off budget, a huge hole has been found in the accounts, the Chief Executive has left and joined a rival, you are facing a hostile takeover, you are threatened by a huge brand scandal or industrial action… The crises a company can face are unpredictable, demand a unique set of skills, and put management under enormous pressure. A well-chosen senior interim sales executive will have been through exactly the same situation before, will know what action needs to be taken, and will be able to support and mentor the management team throughout the crisis. Back to top

Critical Skills Gap

Turnover among sales professionals is among the highest in any profession. It can take months to find a suitable replacement, negotiate terms, and wait while they serve their notice period. Interim sales managers are the perfect way to plug this short-term, business critical gap created by an unexpected departure. Back to top

Succession

Good sales executives are highly ambitious. They are not content to wait for that promotion. If they have deserved it, they want it now. This brings with it a real problem – filling the gap left by their promotion. Interim sales managers are an ideal solution for companies keen to quickly fill the shoes of a promoted sales executive, while a long-term replacement is recruited. Back to top