Fractional Sales Management
for Small Businesses
Your pipeline is leaking. Your rep needs managing. And you are too busy running the company to do anything about it.
You Built a Sales Team. Now What?
You have clients. You have wins. You have done most — if not all — of the selling yourself. But you can feel it: deals are slipping, follow-ups aren't happening, and the pipeline your business depends on is running on hope instead of process.
You are the visionary. You are the leader. You know it's time for a real sales department — one that can grow and multiply what you have already built.
But building a sales department isn't just hiring someone and handing them a quota. It requires:
- Vetting and hiring the right sales talent
- Training your team on HubSpot or your CRM system
- Establishing a repeatable Sales Playbook — proposal templates, sales decks, sell sheets, and standard operating procedures
- Scheduling and running regular sales meetings
- Coaching each rep one-on-one
- Building pipeline, getting meetings on the calendar, sending proposals, and bringing deals across the finish line
Maybe you've tackled a few of these. Maybe you're starting from zero. Either way, you don't need to take the risk or absorb the cost of a full-time sales manager to solve this.
You need The Middle Six.
What Is Fractional Sales Management?
Fractional Sales Management from The Middle Six is a dedicated, hands-on engagement where one of our senior sales coaches steps in as your sales department leader — building the systems, coaching the people, and driving the pipeline that turns your early wins into sustainable, scalable revenue.
We're not observers. We're not consultants who send reports. We're your sales department — at a cadence that fits your business, without the six-figure salary that comes with a full-time hire.
The result: a real sales function, a pipeline that moves, and an owner who finally gets their time back.
How The Middle Six® Fractional Sales Management Works
We start by understanding where you are. Some clients come to us with a trained sales team and an active HubSpot — they need someone to manage and push. Others are earlier in the journey and need us to help build the foundation first. Either way, we meet you where you are and build from there.
Sessions are tailored to your cadence — weekly, bi-weekly, monthly, or an intensive full day once a month. In person or virtual. Your rep shares their screen with HubSpot open. We drive the agenda. They take notes, assign themselves tasks, and leave every session with a clear action plan and no excuses.
Pipeline Accountability Every Deal, Every Time
We start at the bottom of the funnel and work up. No deal gets skipped, no stage gets glossed over.
- Every proposal already sent: status checked, close date updated, notes logged
- If a follow-up needs to happen, it happens on the call — not later
- Active projects reviewed for stakeholder gaps and next steps
- Early discovery deals pushed forward with a clear action assigned
- Identified prospects researched, sequenced, and enrolled before we hang up
Nothing hides. Everything moves.
Behavior Coaching Not Just Pipeline Review
Most salespeople know what they should do. We make sure they actually do it — and we coach the specific behaviors that keep a sales pipeline moving.
- Phone avoidance called out — they dial while we listen
- Single-contact relationships pushed into full stakeholder mapping
- Deals they are hiding from surfaced and addressed head on
- Every "I should reach out to them" becomes a call or email
- Habits built over time that keep the pipeline healthy without us in the room
One call is all it takes to move a deal. We make sure that call gets made.
Business Development Strategy
After the active pipeline, we look forward. What markets are untapped? What dormant accounts deserve a fresh sequence? We use LinkedIn and Apollo.io in-session to find the right contacts, build outreach sequences, and enroll prospects before we hang up. Your rep leaves every session with new outreach in motion, not on a to-do list.
What Makes This Different
Anyone can manage a pipeline. We help you build one from scratch and then manage it like it matters — because it does.
Some sales managers watch from the outside. Most coaches watch from the sidelines. We get in the deal with your team.
When your rep is stuck on a hard-to-crack account, we brainstorm every angle with them. When there is a mutual connection who could open a door, we help find it. When we know someone who knows someone — we make the introduction.
We bring leads. We spot opportunities that fit your business and surface them to your rep. We help build the play, not just describe it.
We are not a service you pay for and forget about. We are a dedicated member of your sales team who shows up ready to work.
What You Get From The Middle Six
For the business owner:
- A sales department that functions without you in it
- Full pipeline visibility without having to manage it yourself
- A partner who builds the systems, not just manages the chaos
- Accountability that flows from your goals, not just activity metrics
For your sales rep:
- A coach who pushes them to act, not just plan
- Every deal reviewed, updated, and moving every session
- Real-time outreach — calls made, emails sent, sequences enrolled before the session ends
- Honest feedback on the behaviors holding their numbers back
Is Fractional Sales Management Right For You?
Full-Time Sales Manager
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$200,000+ salary + benefits
Full-time bandwidth
Internal hire
Owns pipeline management
Realistic for large orgs
No Sales Manager
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$0 — but costly in lost deals
Zero sales oversight
Rep manages themselves
Nobody owns it
Common at small companies
The Middle Six FSM
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Starting at $4,200–$18,200 per year
Builds your sales dept + manages it
External expert, zero overhead
We own it with your rep
Built for small teams
Ready to Build? Here's the Roadmap.
If your team is not yet trained and your HubSpot is not yet set up, Fractional Sales Management isn't your first step — it's your next one.
Many of our clients begin with our Sales Boot Camp, where we take your team through a full-day intensive covering sales mindset, psychology, the art of in-person and digital selling, and the practical tools that make salespeople dangerous. From there we build out your HubSpot. Then we step in as your Fractional Sales Manager to keep everything moving.
If you're ready to build from the ground up, we have the roadmap.
Who This Is For
We work with business owners who are ready to stop being their own sales manager. If you have a team — or are ready to build one — and you use HubSpot as your CRM, we can help. We work with clients virtually and in person, nationwide. No prior relationship with The Middle Six required.
Frequently Asked Questions
Fractional sales management means hiring an experienced sales manager on a part-time or contract basis rather than as a full-time employee. A fractional sales manager performs the same functions as an in-house sales manager — pipeline oversight, rep accountability, deal coaching, business development strategy — but at a fraction of the cost. It is a common solution for small and mid-sized businesses that need sales leadership but are not yet ready for a full-time hire.