Why hire a fractional VP Sales?
Why hire a Fractional VP Sales instead of a full time one? If you need serious sales horsepower to solve your revenue generation challenges but a] don’t have the resources to pay for a full-time senior executive or, b] feel that your leadership group isn’t ready for one or, c] both, then fractional might be an excellent alternative.
The gig economy and great resignation have combined to create an amazing pool of highly qualified fractional sales leadership talent for hire. For the uninitiated, fractional means that rather than being a full-time employee they act in a consulting capacity on a part time basis to help you maximize your company’s revenue growth potential. In this relationship you get everything you need from a sales leader without having to take on a full-time employee.
Because fractional leaders work with other clients as well as you, they bring current “been there-done that” experience. Often from multiple industries, countries and company sizes. This can be applied to your situation towards maximizing your growth potential. Rather than “here’s how we solved this challenge 20 years ago at my previous company…” their advice and direction for you will sound more like “here’s what’s working out there in today’s market with today’s conditions. Let’s consider these options… ”
Part of being a successful fractional leader is being easy to work with, even in challenging times. They are adept at fitting in quickly and getting results. As you’re likely looking for senior sales leadership because you are in rapid growth mode [or the opposite], this skill set is invaluable. Having someone who can come and integrate themselves into your team readily shortens your path to results.
Fractional sales leaders are often overqualified. They are authors, speakers and well tenured consultants with a strong track record of success. They can bring road tested and proven intellectual property and solutions that deliver value to you in the immediate and short-term, as well as the long term. Setting the foundation for long-term revenue generation success while achieving short-term wins is a recipe for success.
Because of the fractional nature of their working relationship with you, their only interest is improving your condition. They are not looking to settle in, get comfortable and hit cruise control. They have no ulterior motive other than your mutual success. Also, they don’t get mired in non-core job role minutia that typically distracts the full-time VP sales. They, and the rest of your team are very clear that they are there for one reason only which is to increase sales. Further, they bring objectivity and a fresh pair of eyes to your challenges as they did not grow up within your company [or maybe even your industry].
Finally, a Fractional VP sales gives you a depth and breadth of experience you perhaps otherwise couldn’t afford. Their total Target annual compensation is generally speaking less than what you would pay for a full-time employee with the same credentials. As self-employed contractors they also don’t bring any benefits costs burden to your payroll.
A Fractional sales leader is of course not for everyone or every situation. Sometimes your challenges call for someone who will live within your 4 walls day in and day out. Despite being a fractional sales leader myself I have counselled business owners to hire a full-timer. If you are curious to learn if a fractional sales leader is right for you just let me know. I’m always happy to chat.