Fractional sales versus a full time hire is a good question for a founder led sales organization, as they look at their first sales hire. VA Partners offers many fractional sales offerings. That being said, we do like to make sure our customers and prospects consider a number of the factors that would help them decide. Ultimately, if they can handle the items below, they should hire full time sales versus fractional.

Cost

An entrepreneur will need to consider the costs of a full time sales person. It is not just the salary and variable compensation, but you also need to consider the other costs. This could include a computer, phone plan, benefits, and EI and CPP contributions. There can also be a larger cost if you need to part-ways. A fractional sales resource would be a lower cost per month that would include many of the additional fixed costs.

Time

The first hire for a start-up is likely a BDR.  BDRs are less expensive than their other sales positions, but they also need extra support. This isn’t only related to education on the solution, but also professional sales development for the BDR. The faster you get your new sales person up to speed and be productive, the better for the business. A fractional resource will take less time and be able to work more independently.

Experience

Does the founder have sales leadership experience? They may have some sales experience, but never managed a sales resource. Managing a sales resource is much different than an operational or technical resource. There is also the sales specific training that would be needed around the outbound effort. A fractional sales resource

Sales Plan

I recommend a sales plan to all B2B sales focused organizations. This becomes much more important as you grow the team.  You cannot rely on a junior sales person to develop your sales strategy. They should be executing on a plan. There will be time and expertise needed to complete the plan. Most fractional sales engagements will include your sales partner developing a custom plan.

If you have the money, time, experience, and a sales plan you should hire full-time. That sales person will have more time to contribute to growing your sales and bring in more opportunities. If you are lacking in any of these areas you may want to explore a fractional sales versus full time hire.

If you are curious about how fractional sales could help you grow your revenues please connect with me.