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Fractional CRO/Interim Sales Leader

(Fractional CRO/VP of Sales)
A fractional sales leader is an outsourced or part-time executive responsible for aligning sales, marketing, and customer success strategies to maximize revenue growth. They execute the day-to-day duties of a full-time executive. They assess and optimize the entire revenue generation process, developing and implementing plans to enhance sales performance, customer acquisition, retention, and overall revenue streams while providing strategic guidance without the commitment of a full-time hire.

At times, organizations undergo shifts in sales leadership. Our role is to act as a transitional support, ensuring continuity until a permanent replacement is on board and fully acclimated to their new position. We aim to sustain the operating rhythm and guide the team toward the company’s desired business outcomes until the successor is prepared to assume responsibility.

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Engagement Process:

  1. Introduction – Schedule a conversation.
  2. Discover – We perform a high-level discovery and assessment.
  3. Decision – Decide if we are a fit for your needs.
  4. Engage – Begin the path to desired outcomes.

Solution Process:

  1. Assess – Understanding of the business goal, current state, challenges, priorities, and recommendations for the future state.
  2. Plan – Alignment of department goals and priorities, measurement of achievement, planning, resource allocation, and sprint scheduling.
  3. Execute – Communication, allocation, accountability and flexibility.
  4. Achieve – Data collection, reporting, analysis, insights, and benchmarks.
  5. Sustain – Reinforcement and coaching.

Reasons Customers Work With PRA

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Inexperienced Leadership: “It is now apparent that many of our customer-facing department leaders were promoted too quickly and lack the experience needed in this ever-changing business landscape.”

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Ineffective Execution: “Our PE firm is frustrated with the lack of execution in our revenue strategy and initiatives.”

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Overwhelmed Leaders: “We have leaders on our revenue team who are overwhelmed and are not able to execute and achieve our revenue goals.”

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Department Misalignment: “Our commercial organization has misaligned departmental priorities that make for an inefficient operating motion.”

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Lackluster Revenue: “Our VC is disappointed with our inconsistent revenue growth and low quota attainment.”

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Lack of Predictability: “The sales and account management teams were having difficulties predicting revenue growth, forecasting accurately, and they are doing a poor job of pipeline management.”

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Unable to Scale: “The Leadership team has been frustrated with our lack of scale due to ineffective sales and lead generation processes and systems.”

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New Hire Ramp is too long: “Our new hire ramp time is too long. We don’t know if it is because we are hiring the wrong people, have ineffective training, or that our managers don’t have enough time to coach their team members.”

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Missing Tools: “We don’t have the tools to automate mundane tasks, compile data, and generate reports that would provide insights into our business.”

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Inefficient Processes: “Our private equity firm pointed out that we need to develop and streamline our processes to improve our customer acquisition rate and overall customer experience.”

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