Ever feel like you’re steering a ship through a storm while trying to plot the course at the same time? That’s what scaling sales can feel like. Enter the fractional Chief Revenue Officer (CRO) or fractional VP of Sales—your guide through the turbulence, offering the strategy, coaching, and support needed to keep your business on course.
So... What Exactly Is a Fractional CRO?
Think of a fractional CRO as your revenue growth sidekick. They swoop in to fix messy revenue strategies, sharpen your sales game, and keep you laser-focused on results. Unlike a full-time CRO (who practically lives in your office), a fractional CRO works with you part-time—giving you all the expertise without the full-time salary hit.
But don’t confuse them with just another consultant! A fractional CRO doesn’t just give advice and run—they roll up their sleeves, help you put changes in place, and make sure you actually stick to the plan.
How Is a Fractional CRO Different from Other Options?
If you’re scratching your head wondering whether you need a fractional CRO, a coach, or some advice from that one friend who did an MBA—here’s the breakdown:
- GTM Advisor: Quick-hit advice for specific problems. Great for fine-tuning, but not much follow-through.
- Fractional CRO: Strategy, implementation, and accountability. Basically, the whole package for high-growth businesses figuring things out.
- Part-time CRO: Focused more on managing your team day-to-day than big-picture strategy.
- Full-time CRO: Best for established businesses (typically $20M+ revenue) who need someone glued to the wheel.
Which One Do You Actually Need?
The short answer? It depends where you’re at:
- Pre-seed startups (<$1M in revenue): A fractional CRO is your ticket to avoiding costly missteps while building solid foundations. At this stage, you’re likely focused on nailing your MVP (minimum viable product) and chasing PMF (product-market fit).
- Seed to Series B startups and small businesses ($1M - $10M): A fractional CRO helps fine-tune your sales processes and lay the groundwork for structured growth. Think of them as your scaling co-pilot.
- Scaling startups and established businesses ($10M+): If you’re in a high-growth phase or facing complex challenges, a full-time CRO might make sense at this stage. But fractional CROs can still be a game-changer for big projects or transitional periods.
- Crisis mode: If things are on fire, a part-time CRO can help you put out flames and steady the ship.
When’s the Right Time to Hire a Fractional CRO?
If you’ve got at least 10 paying customers or have talked to around 50 prospects, congratulations—you’ve got data to work with! That’s when a fractional CRO can step in to:
- Polish your ideal customer profile.
- Fine-tune your messaging.
- Create a sales playbook that actually works.
- Build outreach strategies that don’t make people hit "unsubscribe."
What’s It Like Working with a Fractional CRO?
Picture this:
- Weekly Strategy Sessions: No fluff—just focused conversations to tackle priorities and keep momentum going.
- Action Plans: Clear next steps so you’re never left wondering, “What now?”
- Accountability Check-Ins: Think of it like having a personal trainer for your revenue goals.
- As-Needed Support: Because questions don’t always wait for scheduled meetings.
But… How Much Does It Cost?
Fair question! Expect to invest anywhere from £4,000+ per month, depending on how much hand-holding your team needs. Sure, it’s not pocket change, but the ROI—faster growth, better systems, and fewer sleepless nights—is worth every penny.
Ready to Chat?
If you’re a B2B startup and this sounds like the missing piece to your revenue puzzle, let’s talk! I’ve worked with loads of startups to turn messy go-to-market strategies into smooth-operating growth machines.
Reach out at info@theventuresmiths.com or slide into my DMs on LinkedIn. Let’s make your revenue soar (without the turbulence).
