Do major and legacy gift fundraisers need 'sales managers'?

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Greg Warner is CEO and Founder of MarketSmart, a revolutionary marketing software and services firm that helps nonprofits raise more for less. In 2012 Greg coined the phrase “Engagement Fundraising” to encapsulate his breakthrough fundraising formula for achieving extraordinary results. Using their own innovative strategies and technologies, MarketSmart helps fundraisers around the world zero in on the donors most ready to support their organizations and institutions with major and legacy gifts.

The private sector has sales managers for their revenue generation teams.
The nonprofit sector, not so much.
Sales managers are responsible for:

  • Meeting sales/revenue and profitability targets
  • Planning and budgeting
  • Hiring and firing
  • Training and coaching
  • Analyzing and evaluating people and data
  • Setting goals for others
  • Leading and motivating
  • Dealing with problems during crises
  • Taking the heat when things go wrong
  • Building and optimizing a company’s lead generation structure, lead cultivation scheme, and tactical “closing” system

I think many nonprofit fundraisers would benefit from having a ‘sales manager.’ But another person is an added expense. So, although good ones surely pay for themselves, it would probably be a hard sell to get a budget for one.
Instead, many nonprofits outsource the function to Veritus Group.
I think this is genius! Veritus Group knows fundraising. They know how to work with data and staff to build caseloads. They know how to manage data and staff to generate donations. And, they know how to work with nonprofit leaders and boards to prove the exponential return on investment they deliver.
They are the only ones I know of with a solid company designed for nonprofits— so you can outsource the sales management function at a fraction of the cost while yielding fantastic results. Check ’em out and give ’em a call to see if they can help you.
 

Recommendations:

>> 5 Things Great Nonprofits Do (According To Veritus Group)
>> Webinar Recording: How To Think About Major Gifts; Hosted by Jeff Schreifels (Veritus Group)
>> 5 Ways to Give Your Donors “the Disney Experience”
 

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