Fractional Sales FAQs

What does Fractional Sales look like with me?

I’ll become an immediate, integrated member of your GTM team as your strategic revenue growth expert but also be a mentor for all things sales

• I’ll provide strategy on how to scale revenue rapidly but intentionally. This could include:

  • Developing repeatable sales pricesses

  • Sales org scaling or changes

  • Partnering with marketing to create repeatable pipeline and with customer success for sales/cs team selling

  • Product and business strategy alignment including pricing and packaging.

  • RevOps efficiencies, building out playbooks and coaching sales team(s)

• Forecasting

  • Bottom up and top down revenue forecasting

  • Business model contribution

What companies are a good fit to work with me?

My background is in B2B sales with a bias towards technology companies. We’ll be a great fit together if you:

• You need someone to lead a sales team you’ve already started building out or who knows how to scale great ones

• You aren’t sure how to make repeatable sales motions yet

• You lost a sales leader unexpectedly and need someone to jump in ASAP while you figure out the next move

• You’re at an inflection point and need to transition. (ie pivot from a freemium or self serve model to a sales assisted model or an inbound to outbound motion)

• You need to understand sales efficiency or your numbers need to improve

• You need to improve or implement a way to forecast as a business or set targets

What might not be such a good fit?

• You’re B2C or running a very high volume sales model

• You’re looking for someone to come on board as an Individual Contributor and work up to being a region leader.

• You’re likely series C on

• You require specific experience from a vertical I’ve not worked in before

• You’re looking for a contractor

I’m part of several fantastic communities of fractional leaders (not just in sales!) and would love to understand your issues and see if we can find you the right fractional support. Contact me to see if we can find that person for you.

What does compensation and time look like?

Typically fractional roles are ~2 days a week but we will make it work for your needs. You may find you want the ability to work together more frequently and it could be half days, M-Th. This is the benefit of fractional! (Barring I have the capacity)

As a Fractional VP of Sales/CRO, the day rate is $2,000 with some discount provided based on the number of days each week and the length of the contract.

For longer engagements we can look at creating a structure that is more typical of a full time VP of Sales/CRO that includes commission vs salary only.

What does it look like when we start to work together?

We’ll do an onboarding together and we will work through a detailed version of the 5 stage process to get to repeatable growth. In parallel I will use this time to get up to speed on your company, products and people. Prior to working together, I can provide a sample plan based on some learnings about your biggest challenges.

The final output of our 5 stage process will be to agree on an OKR based plan to explain how we are going to accomplish our goals together. This will ensure you understand what actionable key results I am going to work on in order to meet our objectives. I will update these weekly to ensure progress is clear, along with discussion on them as needed.

The beauty of being a fractional leader with you is I am part of your company now. While it may not be forever, and it may not be five days a week, this is different than a contract or advising role. I will be an integrated part of your company DNA. If we don’t feel that there is a cultural or experience fit, that’s okay. You should feel just as excited about me as if you were hiring me full time for me to be the right choice to bring your company to the next milestone of success.

I require a 30 day notice when the time comes that the business no longer needs me as their fractional leader and I would reciprocate the same.

What about Advising vs Fractional Leadership?

I am also an advisor and coach for companies that need overall early stage GTM support. The key differences here would be that I am not a member of your company and I am not executing on strategy with you. Instead I’m learning about the main challenges in the business you need experience and support with and providing insight and direction on how to solve for those. The amount of time spent is dependent on your needs but I can give advice on what I think is best. Check out my Areas of Practice page to learn about other services I can provide you.

Fractional resources that are helpful

If fractional leadership is a newer concept you have been exploring, I’ve found these articles to be really useful! Written by the founders I work with in fractional leadership.

Fractional vs consultant vs interim

How much to spend on your fractional leader

What is fractional leadership