What Is Fractional Sales Leadership?
Proven, experienced sales leadership. At a fraction of the cost.
Everything You Need to Know
Five videos that answer the questions every founder asks before hiring a Fractional Sales Leader.
What is Fractional Sales Leadership?
The basics. What a Fractional Sales Leader actually is, how the model works, and why it's become the go-to option for $1M-$10M companies that need sales leadership without the $250K+ VP gamble.
Here's What a Fractional Sales Leader Does
The day-to-day. Building your sales playbook, coaching your reps, managing your pipeline, and implementing the systems that turn chaos into predictable revenue.
Questions to Ask a Fractional Sales Leader
The interview. The specific questions you need to ask before signing an engagement. What to look for, what to avoid, and how to spot someone who actually knows what they're doing.
Fractional Sales Leader vs Sales VP
The comparison. When a fractional model makes sense, when you need a full-time hire, and how to make the right decision for your specific situation and growth stage.
Is a Fractional Sales Leader Right for Your Business?
The decision. An honest look at who benefits most from fractional sales leadership—and who doesn't. I'll tell you straight if this model fits your company.
You built this company from nothing. Now you're stuck running sales calls when you should be running the business.
I get it. The jump from $1M to $10M in revenue is brutal. You know you need sales leadership, but the thought of gambling $250K+ on a VP of Sales makes your stomach turn. And those big consulting firms? They hand you a deck and disappear. That's not leadership. That's a transaction.
A Fractional Sales Leader is the middle path. You get an experienced sales executive; someone who's built teams, closed deals, and scaled companies. We work together part-time at a fraction of the full-time sales VP cost. I've been a Fractional Sales Leader since 2017 helping 50+ companies in the $1M-$10M ARR range. I've scaled a company from zero to the INC 500. I've seen what works and what doesn't. And I can do it for you.
What I do: build your sales playbook, hire your first reps, coach your team, and create the systems that turn chaos into predictable revenue. Not advice - action. I embed with your team until the machine runs without me. I help you get ready for a full-time Sales VP.
Here's five questions every founder should ask before hiring a Fractional Sales Leader. Watch the videos or read the FAQs—then decide if this model fits your company.
No pitch. Just a conversation about your sales challenges.
Not sure if a Fractional Sales Leader is right for you?
Compare: FSL vs Consultant →Ready to Stop Being the Sales Bottleneck?
Let's talk about your sales challenges. No pitch, no pressure—just a conversation about whether a Fractional Sales Leader makes sense for your company.
Frequently Asked Questions
Straight answers to the questions I hear most often.
Why shouldn't I just hire a Sales VP?
At $1M to $10M ARR, you often need the systems built first. A full-time VP is expensive and often expects the systems to already exist.
Who can benefit from Fractional Sales Mangement?
Typically startups, SMEs, and companies in transition will benefit from Fractional Sales Management and a Fractional Sales Leader by providing high-level strategic expertise. This incudes areas such as building processes, hiring, and market expansion. It's completed without the high costs and long-term commitment of a full-time, C-suite hire. It is ideal for companies facing budget constraints, rapid growth, or inconsistent sales performance.
What is Fractional Sales Management
Fractional sales management is a model where an experienced sales leader is engaged part-time or on a contract basis to design, install, and run a company’s sales function, without the cost or risk of a full-time VP of Sales. It is not consulting, and it is not coaching. It is hands-on sales leadership, applied only for the amount of time the business actually needs. Here is what fractional sales management typically includes: Senior-level sales leadership (often 15–30 years of experience) Part-time, embedded inside the business Accountable for outcomes, not advice What the fractional leader actually does Builds or fixes the sales strategy Designs the sales process from first contact to close Sets up pipeline management, forecasting, and metrics Implements and cleans up CRM usage Hires, onboards, and manages salespeople Coaches reps and managers weekly Reduces founder-led selling dependency Why companies use it They are between $1M–$10M in revenue Sales growth has stalled or is unpredictable The founder is still closing most deals Hiring a full-time VP of Sales is too early, too expensive, or too risky How it differs from other options Not a sales coach → coaches don’t own execution Not a consultant → consultants leave after slides Not a full-time VP → same capability, lower cost, faster impact The outcome A repeatable sales system A team that can sell without the founder Predictable revenue More time back for the CEO In short: Fractional sales management gives a growing company real sales leadership, exactly when it needs it, without over-hiring or under-leading.
Why should I choose a fractional sales leader over a full-time sales VP?
A VP often costs $250k+ and wants to strategize. A fractional sales leader builds the foundation and the systems first, giving you the ROI you need before you commit to a massive full-time salary.
I can't afford an expert right now. What should I do?
You likely can't afford not to. The cost of your time spent on $20/hour tasks is far higher than the cost of a fractional expert who can fix your systems in weeks.
What is Fractional sales leadership used for?
Fractional sales leadership is typically used as a bridge between the CEO or founder transitioning out of founder-led sales, and hiring a sales VP.
What if I lose control of the culture if I bring in outside help?
A good fractional sales leader reinforces your culture by installing processes that reflect your values. You still provide the vision; they provide the engine.
What does a Fractional Sales Leader do?
A Fractional Sales Leader is an experienced sales executive who works with your company part-time instead of full-time. You get the expertise of a VP of Sales - building processes, coaching reps, managing pipeline. All without the $250K+ salary, commissions benefits, and equity. I've worked as a Fractional Sales Leader for 9+ years, helping 50+ companies (including my own) in the $1M-$10M ARR range build repeatable sales systems.
Can't I just hire a Sales VP to do what a Fractional Sales Leader does?
A Sales VP is usually a manager, not a builder. At $1M-$10M ARR, you need the building done first so the manager has something to build upon.
Why do companies choose Fractional Sales Management?
Key benefits include: Cost efficiency – Access top-tier talent without a full executive salary Speed – Bring in expertise quickly without a long hiring process Flexibility – Scale involvement up or down as needed Objectivity – An outside perspective to diagnose issues fast Lower risk – Easier to exit than a full-time hire if needs change
When should I hire a Fractional Sales Leader?
The sweet spot is $1M-$10M ARR. You've proven product-market fit, you're closing deals, but you're still the one running sales. You need someone to build the system, hire the team, and create the playbook—but you're not ready for a $250K+ full-time hire. That's exactly when a Fractional Sales Leader makes sense.
What's the difference between a Fractional Sales Leader and a sales consultant?
Consultants give advice. I do the work. A Fractional Sales Leader embeds with your team, runs your pipeline meetings, coaches your reps, and builds your sales playbook. I'm not handing you a deck and walking away—I'm in the trenches with you until the system is running.
Can a Fractional Sales Leader help me hire my first sales reps?
Absolutely. That's one of the most valuable things I do. I've developed a hiring system, including a hiring scorecard (essential), with 120+ interview questions specifically designed for sales roles. I'll help you write the job description, screen candidates, run interviews, and make the right hire the first time. A bad fit is a costly mistake.
How many hours per week does a Fractional Sales Leader work?
It depends on your needs. Most engagements are 10-20 hours per week. That's enough time to run weekly pipeline reviews, coach reps, build processes, and drive meaningful change. As your team matures and systems take hold, the hours can flex down.