What We Do

A Fractional BD Leader, CRO or VP of Sales is an experienced sales executive who works with your company on a part time basis. You gain the leadership and experience of a senior sales executive without adding a full time position.

I become part of your leadership team. I assess what is working, identify what is getting in the way, and help build the strategy, structure, processes, and accountability your sales team needs. Then I stay involved to make sure the plan gets executed.

A consultant may assess the problem, make recommendations, and leave you with a report.

That is not how I work. I help build the plan, put the right systems in place, lead the team, coach your salespeople, review the pipeline, improve forecasting, and hold people accountable. I work alongside you to implement the changes.

You are probably ready if you know the sales organization needs to improve, but you do not have the time or sales leadership in place to fix it.

Common signs include:

• Sales have stalled or revenue is declining.
• Your sales team is busy, but results are inconsistent.
• Sales depend too heavily on the owner.
• You cannot confidently explain what is in the pipeline or where future revenue will come from.
• Your salespeople follow different processes or communicate different messages.
• Goals, expectations, and accountability are unclear.
• Your CRM does not provide information you can trust.
• The company is growing faster than its sales structure can support.
• You need to build a sales team from the ground up.

You do not need to have everything figured out before bringing in a Fractional Sales Leader. That is usually the point.

The work depends on what your company needs. I can help with sales strategy, ideal customer profiles, value propositions, competitive differentiators, go to market planning, sales processes, CRM selection and implementation, pipeline management, forecasting, dashboards, compensation plans, goals, quotas, recruiting, onboarding, training, coaching, and sales playbooks.

I also provide hands on sales leadership and management when the team needs someone to lead meetings, coach performance, review opportunities, and drive accountability.

We identify the areas that will have the greatest impact and start there.

Yes, when that is what the business needs.

I can lead sales meetings, coach individual team members, review opportunities, improve pipeline visibility, establish expectations, and hold the team accountable for results.

I also help develop your internal leaders so the sales organization can continue operating effectively after my engagement ends.

No.

If you already have a CRM, I will determine whether it supports your sales process and gives you the information needed to manage the business. If it does not, we will fix it.

If you need a CRM, I can help define your requirements, evaluate the right options, and guide implementation.

The goal is not to buy more technology. The goal is to give your team a tool they will use and give leadership information they can trust.

I begin with the sales process, not the technology.

First, we identify where your team is spending too much time, losing information, missing follow up, or struggling to use data effectively. Then we evaluate where AI can improve efficiency, research, prospecting, meeting notes, communication, CRM updates, coaching, forecasting, or lead generation.

The right AI tools should make your team more effective and give them more time to sell. They should support your sales strategy and process, not create another system your team has to manage.

You should begin seeing changes early. Those changes may include clearer priorities, better sales meetings, stronger accountability, improved pipeline visibility, and more reliable forecasting.

Revenue growth takes consistent execution. The timeline depends on your sales cycle, the condition of the current sales organization, and how quickly the team adopts the changes.

Sales Xceleration reports that clients experience an average revenue increase of 20 to 30 percent within the first year. Your results will depend on your business, your market, and your team’s commitment to the work.

That depends on the work that needs to be done and the level of leadership your team requires.

Your engagement may include dedicated time with the leadership team and salespeople, along with research, planning, analysis, preparation, and follow through throughout the week.

Fractional does not mean occasional. It means your company receives the right level of experienced sales leadership without hiring a full time executive.

Most engagements last between three and twelve months, depending on what needs to be assessed, built, corrected, and implemented.

Changing a sales organization takes more than creating a plan. The team must learn the process, use the tools, and build consistent habits.

After the initial engagement, some clients continue with quarterly planning, coaching, or ongoing leadership support. Before we begin, we will agree on the priorities, responsibilities, expected outcomes, and timeline.

Pricing depends on the scope of work, the size of your sales organization, and the level of leadership required.

Because I work fractionally, you gain the experience of a seasoned VP of Sales at a lower investment than hiring a full time executive. You also avoid the additional costs associated with recruiting, benefits, bonuses, and overhead.

After our initial conversation and assessment, I will recommend the right scope and provide clear pricing before the engagement begins.

My strongest experience is in industrial distribution, manufacturing, MRO, oil and gas, petrochemical, logistics and transportation, workplace safety, education, SaaS, and professional services. I understand technical sales, long sales cycles, multiple decision makers, and businesses where relationships matter. I primarily work with owner led, growth stage, and private equity backed companies that need a more structured and scalable sales organization.

Yes. I have several years of experience working within EOS and understand how sales fits into the company’s operating system.

I can work within your existing meeting cadence, connect sales priorities to company Rocks, and build the scorecards, accountability, and weekly disciplines needed to support execution.

Your company does not need to use EOS for us to work together. It does need to be ready and open to change.

We start with a conversation about your business, your goals, your sales team, and what is keeping you from getting the results you want.

If we believe there is a good fit, I complete a structured assessment of the sales organization. We identify what is working, what is missing, and what needs immediate attention.

Then we build a practical plan around your company, your customers, and your goals.

I have more than 25 years of experience building, leading, and improving sales organizations. I have managed sales teams, developed leaders, built compensation plans, implemented CRMs, improved forecasting, created sales processes, and helped companies turn strategy into execution.

Working the Angles is powered by Sales Xceleration, which gives my clients access to a proven sales operating system, established tools, and a national community of experienced sales leaders.

You get proven structure backed by real operating experience. I will tell you what I see, recommend what needs to change, and work with your team to get it done.