The Interim Debate

The process of considering the merits of an interim Sales Director often begins when your Sales Director leaves unexpectedly or you need an extra sales-oriented resource in times of emergency such as a merger or acquisition or perhaps you need to implement a change process within the sales operation.

The perceived ‘high’ cost of engaging such an interim is often uppermost in a decision makers' mind so it is important to remember that by hiring an interim sales leader, you are not only covering an essential base, but also gaining access to a broad skill set, together with the vast knowledge and resource of an experienced senior director with a proven record of producing results.  Your interim will be used to successfully taking on short assignments in similar situations to your own, thus providing you with the confidence you need at such a time of change.

Likely benefits:

• Continuous dedicated sales management effort - minimising lost sales opportunity
• No penalty or cost associated with the termination of the interim assignment
• Flexibility – an easily ‘scaleable’ resource
• Continued motivation of sales team who are given fresh, clear direction and good management
• A new independent view with no bias or political point scoring to manage
• An independent view of the strengths, weaknesses, opportunities and threats within the sales team
• Experience of helping other companies with the same issues being experienced by you.  Therefore a selection of ‘tried and tested’ solutions to your problems thus avoiding the opportunity cost of making costly mistakes.
• Ability to compare the sales operation with other companies and apply industry best practise benchmarks.
• No interim cost associated with holidays, sick leave or any other reason that prevents him / her from attending to duties
• Smooth hand over to the new Sales Director taking over the role permanently.
• The interim has a vested interest in producing the required results for the client.  He needs a reference to secure his next interim assignment and also often has a more genuine desire to help the organisation succeed which is not based on personal financial gain.
• An experienced interim will set objectives, agree them with the board and be entirely focused on them, thus requiring little supervision or time involvement from busy senior management.
• The interim may be interested in permanently filling the role himself, hence reducing the period of uncertainty and cost of the traditional recruitment process.  
• The interim often adds value to other parts of the business by utilising a wider range of business experience.
• Improved communications within the organisation as the interim is perceived as the ‘honest broker’ and becomes a trusted as a person with no political or personal bias.
• No induction / training period required
• Interim very often creates energy and competition within the organisation  

Why a Salespunch™ Interim?

Because a Salespunch™ approved interim also:

• Enjoys the full support of the Salespunch™ team, allowing the interim to call on the wide range of expertise of all sales practitioners at Salespunch™.
• Is well versed in understanding and implementing the proven tools and methodologies used by Salespunch™ to improve sales performance.
• Really understands the person specification of the likely permanent replacement.  You can then quickly use Salespunch™ (and very often, its network) to recruit this person which ensures a ‘snug fit’ and makes massive cost savings against the traditional (and unreliable) headhunting route.
• Provides services in a stand-alone capacity or as part of an integrated sales solution encompassing a total sales improvement programme.

Surely this interim solution will be too costly?

As we compare the daily rate of the interim with the daily rate of an employee, the interim appears to represent a larger investment than the salary of a permanent staff member.  However, when considering the real cost of an employee: 

• Salary
• Bonus
• Company car / mileage allowance
• National insurance contributions
• Healthcare
• Personal benefits
• Pension contributions
• Training costs
• etc............

…………the cost savings become apparent

Mindful of the fact that no payment is made to an interim for sickness and holidays, coupled with the added benefit in terms of managing productivity, achieving a return on the investment in the total sales resource together with the other efficiencies…… and the equation swings firmly in favour of hiring an interim.

Then add the benefits of hiring an interim from Salespunch™ with access to the added value tools and methodologies which enhance sales productivity, the argument becomes compelling.

The clock is ticking………………………………