Fractional-CSO2024-02-06T07:08:17-05:00

Solutions

Chief Sales Officer

Interim and Fractional Chief Sales Officers (CSO’s) accelerate bookings growth and provide rapid improvement to your selling functions

The Chief Sales Officer role has exploded in both importance and complexity in recent years. Today’s CSO is more than just the Leader of the Sale Team.  The modern CSO must have intense business acumen, a full grasp of how bookings relate to other business functions, and deep expertise in the latest sales technology and processes.

In addition, they must quickly and accurately assess talent in order to identify new team members who can reach maximum effectiveness as rapidly as possible.  Sales is no longer a monolithic silo within an organization.  It is core to the growth and survival of any business, and a CSO’s ability to interact and integrate their function with other functions within the company (marketing, product, finance, etc.) is just as important as the accuracy of their sales forecast.

The Chief Sales Officer role has exploded in both importance and complexity in recent years. Today’s CSO is more than just the Leader of the Sale Team.  The modern CSO must have intense business acumen, a full grasp of how bookings relate to other business functions, and deep expertise in the latest sales technology and processes.

In addition, they must quickly and accurately assess talent in order to identify new team members who can reach maximum effectiveness as rapidly as possible.  Sales is no longer a monolithic silo within an organization.  It is core to the growth and survival of any business, and a CSO’s ability to interact and integrate their function with other functions within the company (marketing, product, finance, etc.) is just as important as the accuracy of their sales forecast.

What is a Fractional CSO?

A fractional CSO is an experienced sales executive who serves on a part-time or interim basis. This professional has served as a CSO or CRO for other companies and comes into the organization with the experience and knowledge to hit the ground running with minimal onboarding time and at a far lower cost than a fully-loaded FTE. While Fractional CSOs are a viable option whenever assistance is needed to improve bookings performance, the three most common situations in which fractional CSOs are engaged are:

  1. When companies enter a growth stage and need to scale or re-engineer their selling function
  2. When a mature organization loses a key sales leader and wants to maintain sales momentum while searching for the perfect long-term candidate as permanent CSO
  3. When any company – regardless of size or maturity – seeks an immediate injection of new sales thinking without the lengthy process and high cost of hiring and training new senior leadership.

What are the duties of a fractional CSO?

The fractional CSO operates much the same way any leader of the sales function would. Because of their extensive experience, TechCXO CSOs typically can execute the same job tasks as a full-time CSO but in less time and at a far lower cost. Typical job duties would include:

  • Daily management of the selling organization
  • Ownership of and accountability to a monthly and quarterly sales forecast
  • Coaching of all sales associates and managers
  • Senior advisor to the CEO and other members of the leadership team
  • Oversight of all sales operations functions, including sales engineering, sales process and sales reporting
  • Leads all sales hiring and oversees onboarding of new sellers
  • Creates/Revises sales playbooks
  • Identifies, implements and enforces the appropriate selling methodology
  • Justifies and rationalizes the optimal sales technology stack and ensures proper usage of those tools by the sales team
  • Provides senior deal support on all key opportunities.

What to Expect

Impact

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Reduction in admin time through automation and streamlined data elements
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Increase in bookings by identifying which sales performance elements need improving
0pt
Increase in lead conversation rates with better insights into marketing funnel data

Client Results

Is a Fractional CSO right for you?

Read our 10 Questions to Determine if a Fractional CSO is Right for You (PDF). We’re also happy to offer you a free, 60-minute consultation about you company’s sales or revenue challenges. 

Our Team

Andy Shober
Andy ShoberPartner
Bert Harkins
Bert HarkinsPartner; Interim / Fractional CSO, CRO
Brad Milner
Brad MilnerManaging Partner
David Cahn
David CahnPartner; Interim & Fractional CMO
David Wallace
David WallacePartner; Interim / Fractional CSO, CRO
Jeff Lundal
Jeff LundalPartner; Interim / Fractional CRO, CSO, CCO
Rich Makover
Rich MakoverPartner - Revenue Growth; Interim / Fractional CRO, CSO
Rick Nichols
Rick NicholsManaging Partner, Revenue Growth
Matt Oess
Matt OessPartner

Questions? Call Us or Email

If you’ve never outsourced or used executives on demand before, you’re sure to have a lot of questions. Don’t worry, we’re more than happy to answer them all.

And we know everything there is to know about this unique model. Schedule a call with us or send an email now.

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