* This is an update to our blog originally posted February 5, 2017. *
Forward-thinking CEOs of emerging companies are turning to fractional sales leaders for help accelerating revenue growth.
Why, You Ask
This is the quickest way to access proven sales leadership. Roles like CFO and COO are well-established as fractional or interim, so companies are extending this proven concept to other functions like sales and marketing.
The fractional executive is a skilled “roll-up-the-sleeves” operator willing to dig in. Because they have done this job before, they know how to identify key issues in your company fast, prioritize them, then execute for results.
Other benefits exist too.
You can avoid the risks of seeing performance fall short of expectations. Or sidestep the pitfalls of poor culture fit, which often leads to “organ rejection.”
Scenarios for fractional and interim sales leadership are often rooted in one or more of these issues:
- Lack of a structured, disciplined sales process.
- Proposals that stall.
- Not sure where to start or questions to ask.
- Inability to get sales to the “next level.”
- Can’t effectively articulate value proposition or solution.
- Can’t find the “right” person for the role.
- Unfamiliar with how to write an effective compensation plan that is affordable.
If this sounds familiar, then a fractional executive is worth considering.
How We Can Help
Fractional sales leaders are not “consultants,” but proven operators who build sales capability that delivers results. Now you can focus on the big picture.
Because our experience spans big companies, family-owned businesses and fast-moving emerging companies financed by venture capital, you get the right mix of best practices that fit your situation.
Below is a list of TPA service offerings for driving sales:
90-Day Sales Jumpstart
We follow a structured process that begins with discovery, provides practical recommendations and guides early implementation.
A typical engagement re-connects with why customers buy, validates ideal customer profile and messaging. identifies quick wins, and develops pipeline and forecasting methodology.
Fractional Sales Leader
Often, we take on the operational role of leading your sales team with direct accountability for achieving revenue goals. Now you have time for strategy and higher priority tasks.
Common responsibilities include leading and coaching sales reps by helping them identify new leads, engage prospects and close deals. We work with your leadership so growth objectives translate into sales actions that accelerate growth.
Outsourced Marketing Director
Instantly add C-level experience to your team on a part-time, outsourced basis. You get the benefit of proven expertise with the right mix of marketing skills you need, shortening time to impact.
Typical assignments are creating and implementing marketing strategy, value proposition and messaging along with tactics for building top-of-funnel pipeline and accelerating new leads.
On Call Executive
As a CEO, sometimes you need a peer for instant access to relevant experience. Because when you are selling, buying, or growing a business, knowing what not to do can be as important as knowing what to do.
Go-to-market strategy and channel development are common examples. So is our in-depth sales analysis for making the right revenue- and profit-aligned decisions. If a capital raise strategy is what you need, we can help you get it right the first time.
It’s About Accelerating Revenue Growth
Our turnkey solutions help you accelerate sales, from strategy and process through execution. Our marketing engagements build pipeline with new leads so the sales team can qualify and close without the added task of prospecting. Intrigued? Let’s start a conversation.
Chris Preston is a business advisor and sales leader who helps turn emerging companies into market leaders. A former Microsoft executive, two-time startup veteran, and board member, he is founder of True Partners Advisory. If you’d like a little help, contact us.