7-Figure Acquisition Founder for a Sales-Led-Growth SaaS Company
Former Sales Director for Fortune 100 Telecom
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3X Exit Founder, $50K -> $20M ARR Company Growth
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How to Hire a Great Fractional Head of Demand Generation
What Does a Fractional VP of Sales do?
A Fractional VP of Sales is a key leadership role, often filled on a part-time or contractual basis. It’s perfectly suited for startups going through growth phases or requiring a strategic overhaul in their sales approach. This position is often attractive for companies that need seasoned sales leadership but are not ready for a full-time executive commitment.
Here’s what a fractional VP of Sales typically does:
Sales Strategy and Vision:
- Developing a long-term sales strategy that aligns with the company’s overall vision and goals.
- Identifying new market opportunities and directing expansion efforts.
Leadership and Team Building:
- Providing leadership and direction to the sales team.
- Building and restructuring sales teams as needed to align with business objectives.
Sales Process Improvement:
- Analyzing and optimizing sales processes for maximum efficiency and effectiveness.
- Implementing advanced sales tools and CRM systems for better tracking and management.
Key Account Management and Growth:
- Fostering relationships with key accounts and exploring opportunities for growth.
- Negotiating major deals and managing high-level client interactions.
Performance Metrics and Analysis:
- Establishing sales performance metrics and tracking systems.
- Analyzing sales data to identify trends, challenges, and opportunities.
- Collaborating with other departments, such as marketing and product development, to create a cohesive business strategy.
- Ensuring sales strategies are integrated with other business functions for overall alignment.
A Fractional VP of Sales brings more than just experience; they provide strategic insight and direction, ensuring the sales organization not only achieves its targets but also contributes significantly to the broader business objectives.
When to hire a fractional VP of Sales?
Bringing on a Fractional VP of Sales can be beneficial in various scenarios:
For Strategic Sales Leadership:
- When your company is scaling and requires experienced sales leadership to guide this growth.
In Developing a Robust Sales Infrastructure:
- Ideal for businesses building or restructuring their sales teams and processes.
In Growth and Scaling Phases:
- Ideal for VC funded startups experiencing rapid growth and needing to put fuel on the fire.
Under Budget Constraints:
- A cost-effective solution for companies needing executive-level sales leadership without the full-time expense.
To Address Specific Challenges:
- Useful when facing specific market or sales challenges that require experienced strategic input.
During Organizational Changes:
- Great for companies undergoing transitions, such as entering new markets or launching new products, where sales strategy needs to be realigned.