Consider a Fractional Sales Leader When Running on EOS®

In 2019, I was introduced to EOS, the Entrepreneurial Operating System®, while working as a Fractional Sales Leader with a client. My client company considered implementing the EOS process with a Certified EOS Implementer®. We were about eight months into our relationship when the owner and implementer asked if I could stretch my commitment as their sales manager and become their Sales Leader as a leadership team member. Becoming the Sales Leader would include weekly leadership meetings, quarterly and annual meetings, and a focus meeting to kick the program off. This was quite a bit more than our standard approach, but it sounded like it would help the company and could help me be more effective for my client. I went for it. We added some additional fees for the additional time and project (Rocks) commitments but, more importantly, to the additional expectations on the Sales Leader to deliver and contribute to the company’s greater good with fellow leaders. I was already accountable for the sales results, but now I was also accountable for contributing to other business areas and working with the leadership team to solve issues weekly. To be honest, I kind of loved it. I was back in a seat at the leadership table with other leaders. That is not usually the case as we manage sales teams fractionally, mainly because most of our clients do not have weekly leadership meetings or a structure to make these meetings useful.

For the remainder of this article, I’d like to share my experience as the Sales Leader in a fractional capacity for this company, which runs on EOS.

For a little context to my opinions and comments, my career was in sales and sales management for large corporations and small businesses. For five years, I had a High-Performance Team and Leadership Training company. I’m a certified One Page Business Plan and PXT Select™ (a Wiley brand) consultant and used all that experience when I founded Sales Manager Now in 2006.

Loved the Simplicity of EOS

It was obvious to me early on why EOS  was taking the business community by storm; it’s simple. Most of the terms are easy to understand, making it easy to associate the intention behind them. As Fractional Sales Leaders, we must pick things up quickly and turn that understanding into results. EOS  made that simple for me, so I have no issue asking any of my fractional managers to be the Sales Leaders of companies running on EOS. Keep it simple and get to work!

Traction First – Brilliant!

Who would have thunk? I understand traction to be making progress. You make progress by committing to improvement, solving problems (issues), and, most importantly, being accountable for your commitments and progress. The EOS Process®️ has you start by learning how to choose your priority projects, set KPIs, and have effective meetings so you can be accountable and measure progress. At Sales Manager Now, we consistently lead engaging and accountable meetings, but that wasn’t the case with our clients. I used to avoid meetings I was invited to at client companies because they were run so poorly. I’m not very patient with bad meetings. That wasn’t the case with a company run on EOS as the system intends. There is a no-nonsense approach to meetings that is clear and consistent. It just works. 

If effective meetings and monitoring goals are in place, the most elegant business plans can live when the planning retreat is finished. Sales Managers are accustomed to scoreboards, goals, measurements, and accountability. It was exciting to see other departments have measurements to be accountable to.  

Footnote: The book I was handed as the Sales Leader at the company running on EOS was Traction, authored by Gino Wickman.

Discipline Required to Be Successful

Sometimes success is about timing and good fortune, but usually, it arrives with a good dose of discipline. That’s what we teach our sales teams and another reason I have been drawn to EOS. The system is not rocket science, and Gino Wickman, the creator of EOS  and author of the book Traction, admits he “discovered” the system. I imagine he discovered it through hard work and discipline to find what works. Having the tools to succeed is one thing, and being disciplined to use them consistently is another. I like working with companies running on EOS  because I know they will do what it takes to support the sales goals we are working to achieve. Fractional sales management is more effective in organizations that are disciplined.  

Corporate Type Structure Without Bureaucracy

We work with small businesses because we like being close to the owner’s heartbeat, and the team size fits us well. Still, not all small businesses operate with structure, systems, and processes like larger corporations. Processes and systems make our work as Fractional Sales Leaders possible, and it’s what we bring to an organization when they hire us. So naturally, structure is another reason I appreciate companies running on EOS. When tasked with developing a new process or system, I knew it would be supported and implemented. Fractional Sales Leaders need consistency and structure; processes and systems provide that. The more structure you have, the better chance a Fractional can be most effective in the Sales Leader seat. 

The best part is that small businesses realize the benefit of being structured to grow without the enterprise organization bureaucracy. Much more can be done, and that will support a Fractional Sales Leader. 

A Place to Solve Issues Weekly

If you are a company running on EOS, you know how powerful solving issues can be. I’ve seen the practice of solving issues take a company from complaining about people and circumstances to growing through identifying core issues and solving them. As Fractional Sales Leaders, we need to provide our sales team with tools and opportunities to sell more and remove roadblocks that are getting in their way. Working as the Sales Leader at that first client company running on EOS  allowed me a place to solve issues and find solutions every week. The sales team appreciated their manager looking out for them and the company.

A commitment to solving issues gives the role of a Fractional Sales Leader a better chance at success. 

Commitment to Improve

Companies running on EOS  are constantly improving, which will support the efforts of the Sales Leader. To grow sales, a Fractional Sales Leader should focus on growth in people, team, skills, and ability. Growth requires improvement, and a commitment to improvement develops growth. Even with this commitment, we will each plateau at times in our lives. Those who climb on will self-reflect, assess, work, and find a way to improve. During that process, we get better. 

I’m a business owner, and it’s clear that if I’m not growing in how I lead others, my business growth slows down. EOS promotes the commitment to improve, which makes a fractional approach work better. 

Leadership TEAM Running on EOS

A team can be a beautiful thing. As mentioned earlier, I had a Leadership and Team High-Performance Training company.  After five years, I realized teaching was fun but missed being on a team. I missed the fun, struggle, conflict, and victories we celebrated together. The leadership team running on EOS is an opportunity to be part of a high-performing team and experience tremendous growth individually and together. 

We can grow independently but faster when accountable to others and ourselves. Most Fractional Sales Leaders will focus on building a team with sales reps. Individual accomplishment is great, but winning as a team is what the company needs.  Being part of the Leadership Team is natural for team-oriented Fractional Sales Leaders.  

Quarterly and Annual Meetings

This might be more of a commitment than some Fractional Sales Leaders want to take on. Still, I found them challenging, difficult at times, fun, and extremely useful to help the leadership team learn and practice the new tools the Certified EOS Implementer®️ presented. We got on the same page and learned how to work with each other honestly and openly. We had business to take care of and decisions to make. A Fractional Sales Leader should be able to schedule time for these meetings. Realistic commitments can be made if the team considers the Fractional Manager is not dedicating 40 hours a week to the company. 

Your Sales Leader Can Be a Fractional Sales Manager

A good fit for a Fractional Sales Leader is working at a company that is committed to setting clear expectations, has an accountable working environment, has consistent and effective meetings, and believes in its people. So yes, a Fractional Sales Leader should be considered for a small business with at most ten salespeople if you are running on EOS  and looking for a Sales Leader.