Don't Hire a Sales VP yet - Do This First

Most B2B founders between $1M and $10M ARR make a critical hiring mistake. You are exhausted from leading the sales department yourself. You have the product knowledge in your head, but no documented systems. Naturally, you think the solution is hiring a big-ticket VP of Sales to take over. That hire will likely fail and cost you six figures. Why? Because a VP of Sales is a manager, not a builder. They need existing systems, playbooks, and CRM data to manage. If you throw them into "founder-led chaos" where everything relies on instinct, they cannot function. You are hiring for the wrong stage of growth. Before you sign that expensive offer letter, you need a bridge. You need to extract the process from your brain and build the infrastructure. This is where a Fractional Sales Leader comes in. We don't just manage; we build the KPIs, optimize the pipeline, and create the playbook. Biggest Takeaways 1. VPs Manage, They Don't Build: A VP of Sales is trained to optimize existing systems. If you hire them into an environment with no documented process ("founder-led chaos"), they will likely fail. 2. Systems Must Precede Hiring: Before you bring on a full-time sales leader, you must extract the sales process from the founder's head and turn it into clear KPIs, CRM workflows, and playbooks. 3. Fractional is the Bridge: A Fractional Sales Leader is the specific fix for the $1M-$10M ARR stage. They act as the bridge, building the necessary infrastructure to make the company ready for a full-time VP later. Frequently Asked Questions (FAQs) Q: Why can't a VP of Sales build the systems themselves? A: They can, but it's rarely their zone of genius. VPs are expensive resources best used for coaching teams and closing gaps in execution. Paying a full-time executive salary for months of foundational process building is an inefficient use of capital. Q: How do I know if I have "Founder-Led Chaos"? A: If you left for a month, would sales stop? If your team asks you "what do I do next?" on every deal? If your CRM data is empty or ignored? That is chaos. Q: What exactly does a Fractional Sales Leader do? A: I don't just advise; I do the work. I audit your current flow, build the CRM stages, write the playbooks, define the KPIs, and even run the sales meetings to instill discipline while we build the system. Q: How long does a fractional engagement last? A: typically, it takes 6 to 12 months to build the bridge. We identify the gaps, build the systems, and ensure they are running smoothly before helping you hire your permanent replacement. Q: Isn't a fractional leader just a consultant? A: No. A consultant gives you a slide deck and leaves. A Fractional Leader embeds in your team. I take ownership of the number and the outcome. I am hands-on, in the trenches, fixing the machine.