Fractional Sales Leadership - A week in the life of a sales leadership consultant
In the fast-paced world of sales leadership, every week brings new challenges and opportunities.
by Steve Victor
Each week I would like to briefly share a summary of my week as a sales leadership consultant as I am often asked by clients and prospects what I am up to.
Monday was my first day back on the job this year. I work from a shared office space just off Ponsonby Road so I was back in there with ‘my buddies’ from so many clever and fun businesses of all shapes and sizes. My neighbouring workmate is Matt Knight from Sharedspace.co.nz and his cool crew of Sam, Saskia, and Will.
I had already ridden 30Km in the morning along Auckland’s waterfront as part of my health kick to get some cardio done. Then I completed my 25 sit-ups for the 742nd day in a row, and more recently I started doing 10 push-ups each day so I am onto day 41 in a row here.
Prior to Christmas I had written down a number of business tasks to complete on my return from holiday so I went through the list and started knocking off the tasks;
- Complete webinar planning for my 3 series webinar being presented from mid-Feb
- Review my sales plan and budgets for CY2026
- Write up my own QBR
- Review my sales prospects in CRM and begin personalised reach outs
- On-boarded myself with a new SaaS client who I started consulting to on Tuesday. Microsoft Office365 – Outlook, Teams, OneDrive, SharePoint, HubSpot CRM, Notion, and Miro
Then there were some website enquiries to attend to. One of which was a Wellington tech security business looking for a fractional BDM based in Auckland with a large network of contacts to work on. I’ve provided him with some advice and direction, and reached out to my sales network as there may be someone looking for 2 days per week BDM work.
Tuesday, following my 6Km morning walk 25 sit-ups, and 10 push-ups, I was back on the tools providing my sales leadership advice and expertise to my new SaaS client for 2 days per week. Some would call this Fractional Sales Leadership/Management. This client is mature and wants to lower their CAC and increase revenue. They have some cross-sell and upsell solutions in their wheelhouse which could be their quickest way to achieving increased revenue, client stickiness, and delivering even more value.
Wednesday I was back on my bike at 630am. I rode a different route to mix things up and completed 20km’s. Sit-ups done, push-ups done. I had some follow-up meetings with a client I was completing a sales engagement for prior to Christmas. There will be more to talk about here in February. I did some further testing of my upcoming webinar series comms, and continued to polish and rehearse the presentations.
Thursday, I completed my morning 6km walk, 25 push-ups, and 10 sit-ups, showered, and then jumped on the bus into the city. Today saw me back with my SaaS client from Tuesday and working in their Auckland office for the day in Wynyard Quarter. Plenty of hustle and bustle downtown with One NZ, HP, Microsoft, Datacom, ASB, Apple, Southern Cross Healthcare located in the area. It is great to see people dressed up for work and spending money in the cafes and local businesses.
Today Friday I am rehearsing my MEDDPICC workshops scheduled with a SaaS client at the end of the month. I’ve recorded this video. And I am re-on-boarding myself with a client I have worked with previously as their fractional sales leader. This client is a remarkable technology reseller with far more than 20 years in the NZ market operating across multiple branch offices, with sales built on relationships and good honest service. They are in the process of implementing HubSpot for CRM, as well as some clever Tech to manage their clients tech and SLA’s better.
I’ve completed my bike ride of X, 25 sit-ups, and 10 push-ups this morning too.
Health stats for this week:
Bike = 70km
Walk = 15km
Sit-ups = 746 days in a row
Push-ups = 45 days in a row
Client satisfaction = Excellent
Thanks Steve