đź“Ś Vendux ve-BINAR Series | Watch Here
When companies bring in a Fractional Sales Leader (FSL), the expectation is clear: fix sales, fast.
But in my experience, sales problems are rarely just about sales. More often than not, team misalignment is the real issue.
That’s exactly what I discussed in a recent ve-BINAR hosted by Henning Schwinum,
Co-Founder & Managing Partner at Vendux. In this conversation, we explored why FSLs must diagnose and address
team dynamics early to maximize their impact and secure long-term success.
The Hidden Challenge: Why Team Misalignment Can Derail an FSL
Fractional executives typically inherit a sales team—one they did not hire and one that may already be struggling.
If you’re an FSL, here’s the hard truth:
🚨 If a company hired you, something is already broken.
It could be:
âś” A previous sales leader who left the team disengaged
âś” A sales strategy that no longer fits the market
✔ A structure that doesn’t support growth
From what I’ve seen, too many FSLs spend their first 60 to 90 days working on process improvements, CRM cleanups,
and pipeline strategy—only to hit a wall when they realize, “Wait, my team isn’t fully engaged.”
At that point, leadership is already expecting results. If you bring up team issues three months in,
it sounds like an excuse rather than a diagnosis. That’s why alignment must be addressed within the first 30 days.
The Two Biggest Causes of Team Misalignment
Through my work with FSLs and sales teams, I’ve found two primary drivers of misalignment:
1. **External Personal Factors**
– Sometimes, disengagement has nothing to do with the company—it’s about life.
– A seller has a sick parent or child.
– Someone is going through a personal crisis.
– Stress and burnout are creeping in.
👉 Solution: Acknowledge personal struggles and offer support—but also set clear performance expectations.
2. **Organizational & Structural Factors**
– More often, the business itself creates disengagement.
A classic example:
🔹 A top-performing seller gets promoted to sales manager—but receives no training, no quota relief, and no leadership development.
🔹 Suddenly, that person is struggling in their new role, and their team feels the effects.
🔹 Leadership is confused: “Why isn’t the team performing?”
This isn’t a people problem—it’s a structural problem. And it’s exactly what an FSL must diagnose upfront.
How I Help FSLs Identify These Issues—Fast
I don’t believe in “figuring it out over time.” Sales leaders will eventually spot misalignment—but by then,
it’s already affecting performance.
That’s why I use a People Alignment Audit to surface team dynamics within the first 30 days.
Step 1: Individual Assessments
âś” Every team member takes a quick, 5-7 minute personality assessment.
âś” It identifies their natural strengths, challenges, and engagement level.
Step 2: Team Analysis
âś” I review the results to uncover patterns of misalignment.
âś” Are people struggling due to leadership changes, unclear expectations, or cross-department friction?
Step 3: Personal Growth Plans
âś” Every seller receives a personalized development plan that highlights:
🔹 Where they naturally excel
🔹 Where they struggle
🔹 Coaching strategies to help them grow
Step 4: Sales Coaching Report
âś” FSLs receive a team-wide coaching report with insights on how to:
🔹 Motivate each team member based on their personality
🔹 Address specific weaknesses with tailored strategies
Why does this matter? Because FSLs don’t have time for trial and error. Structured insights mean faster results.
Misalignment Isn’t Just a Sales Problem
One key takeaway from the webinar? Misalignment isn’t just a sales issue—it exists across the entire company.
🔸 In small companies, misalignment may come from founders, operations, marketing, or even investors.
🔸 In larger companies, it’s often a result of siloed departments creating friction with sales.
That’s why my work often expands beyond sales teams—helping entire organizations improve their alignment, communication, and team performance.
The “Gut Instinct” Argument: Why Data Beats Bias
Many experienced sales leaders say:
💬 “I don’t need an assessment—I can figure out misalignment in a 20-minute conversation.”
I respect that. But here’s my counterpoint:
âś” Instinct is subjective. Assessments provide objective data.
✔ Bias influences decisions. Many leaders prefer salespeople who operate like them—but that isn’t always best for the business.
âś” Scalability matters. Your gut instinct may work 1-on-1, but how do you explain your findings to leadership in a structured way?
My approach doesn’t replace instinct—it enhances it. Instead of relying on gut feelings alone, FSLs can back their insights with data-driven clarity.
Final Takeaway: Diagnose Before You Fix
The biggest mistake a Fractional Sales Leader can make? Assuming the problem is purely sales-related without assessing the team.
🚀 Diagnose first. Conduct a team audit within the first 30 days.
🚀 Communicate findings early. Don’t wait until leadership asks, “Why aren’t we seeing results?”
🚀 Take action. Use structured insights to fix misalignment before it affects sales.
Alignment is the hidden driver of sales success. The best FSLs surface and address misalignment early—ensuring they deliver results faster and extend their engagement.
Watch the Full Webinar
đź“Ś Vendux ve-BINAR Series | Watch Here
