22: Henning Schwinum: The Rise of Fractional Sales Leadership

Most CEOs looking for a sales leader ask for a rock star from their industry. Henning Schwinum says that brief is close to meaningless, because everyone's a rock star on their LinkedIn profile. Henning has spent more than 25 years leading sales in Fortune 500 companies and startups. In 2019 he co-founded Vendux, which matches CEOs with fractional sales leaders, and he's the author of the new book Right-Sized, Right-Skilled. Henning and Bernadette McClelland get into the player-coach trap that keeps small sales teams stuck, why fractional engagements go sideways (it's almost never the executive's skills), and the "don't call my baby ugly" syndrome: founders who pay for help and then won't let anything change. WHAT WE COVER: Interim vs. fractional, and what each one means Why three reps might need 10 hours of leadership a week, not a full-time player-coach The matching criteria that matter more than industry or President's Club The 15-minute weekly check-in that keeps an engagement on track Why your network decides whether a fractional career works ABOUT HENNING SCHWINUM:Henning Schwinum is co-founder of Vendux and author of Right-Sized, Right-Skilled. He spent more than 25 years leading sales in Fortune 500 companies and startups.Learn more: vendux.org, or find Henning on LinkedIn. WANT TO GO DEEPER ON DECISIONS THAT DRIVE REVENUE?Stop guessing and access your personalised Missing Revenue Radar 👉 salesleaderofinfluence.com or visit 👉 bernadettemcclelland.com