How to Ensure the Success of a Fractional VP Sales
Lessons from Bryophytes
Bryophytes have no roots, leaves, or stems. They are flowerless plants that grow in clumps. They don’t have roots, but instead thin, root-like growths called rhizoids to anchor themselves.
Similarly, a Fractional VP Sales comes into a company without roots. So, how can they successfully strengthen the sales pipeline, execute a comprehensive sales plan, and implement an effective sales strategy when they aren't embedded in the company's culture or structure? The team knows they won’t be around long, which may lead to hesitation in fully embracing them.
Moreover, a Fractional VP Sales may not have the time to build strong, individual relationships or establish deep trust and respect within the organization, which can affect sales leadership and overall sales team performance. So how can they truly lead?
While there are certainly cases where a permanent hire makes more sense, there are key scenarios where outsourcing a fractional sales leader is the perfect choice.
“A prophet is not without honor but in his own country.” An outsider, without any internal ties, comes with no baggage. They don’t have longstanding relationships within the company that could cloud their judgment. Without the need to please specific individuals or play politics, their sole focus is on doing what’s right for the business.
“The truth, the whole truth, and nothing but the truth. ” A Fractional VP of Sales brings a fresh perspective to the sales organization, focusing on strategic planning and optimizing the sales pipeline to drive revenue growth. Unlike internal candidates, they don’t need to think about long-term career progression or internal benefits, allowing them to focus on key aspects of sales leadership. Instead, they can focus entirely on what’s best for the organization, often introducing innovative strategies, new ideas, and shifts in culture that an internal candidate might overlook.
Get the ophthalmologist, not the family doctor, to fix your vision. When a company faces urgent, temporary challenges, a Fractional VP Sales acts like a specialist by optimizing the sales processes—quickly diagnosing issues, increasing revenue, and prescribing the right solutions. While permanent hires may take longer to onboard and adjust, an interim leader can step in swiftly, with the right expertise and strategic planning to tackle the problem. After a transition period, the company can pass the reins back to internal leadership.
Light bends as it passes through water. Companies going through mergers, reorganizations, or rapid scaling face uncertainty and unknowns, making strategic planning essential. In such situations, hiring a permanent sales leader could be both costly and risky. A Fractional VP Sales offers a faster onboarding process, greater flexibility, and lower overall commitment, allowing the company to navigate these uncertain times more effectively.
Like bryophytes—rootless plants that thrive in challenging environments—Fractional VP Sales overcomes obstacles and provides effective solutions. Here’s how to ensure their success:
Proper Introduction and Alignment with Fractional VP sales. Start by having the CEO or senior manager clearly introduce the Fractional VP Sales to the team, emphasizing their role as a consultant in sales coaching, sales plan development, and strategic planning. It’s essential to explain the reasons for bringing them in and the criteria used to select them, including their significant industry experience and ability to drive revenue growth. Clear communication from the start fosters team acceptance and alignment, ultimately enhancing team performance.
Full Integration. Treat the Fractional VP Sales as a full member of the sales organization and management team for the duration of their assignment, emphasizing talent management to ensure their skills are leveraged effectively. Though they are external experts, they should be integrated into the organization, making decisions as part of the team rather than as outsiders to improve sales team performance.
Immediate Impact. Fractional VP Sales are often over-qualified for the role. This allows them to be effective from day one. Their extensive industry experience and expertise ensure they can immediately contribute to the organization, making swift decisions and implementing strategies that drive results.
Much like bryophytes, Fractional VP Sales don’t need deep roots to make an impact. Their ability to quickly diagnose, implement changes, and drive growth in sales operations and processes makes them an invaluable consultant and resource for startups during times of transition or challenge. With the right onboarding, sales coaching, and support, an interim sales leader with strong sales leadership skills can significantly enhance sales team performance, develop an effective sales plan, and steer your sales team to success.
Are you ready to bring a “Bryophyte” onto your team? Contact us to learn more about how a Fractional VP Sales can help your business navigate its challenges and achieve lasting growth.