When you are leading a commercial interiors and workplace solutions company like Circadia and your market demands sales professionals who can navigate complex, multi-stakeholder deals across furniture, AV technology, construction, and design, finding the right tech sales recruiters is not a Google search away. Jim Scheer needed to add sales capacity without disrupting the momentum his team had already built.
Fractional VP of Sales Who Builds a Sales Engine That Scales
Leadership team that needs a revenue operating system
We build your sales function from the ground up -- the strategy, the playbook, the hiring, and the forecast -- and install it as a named system: Customer Focused Selling®, the data-led A.I.M. operating system, and the 12 Week Year® cadence, customized to your industry and built to hand back, for a fraction of a full-time VP.
What Is a Fractional VP of Sales
A fractional VP of sales is a part-time senior sales leader who builds your sales function -- the strategy, a repeatable playbook, the hiring profile, and the forecast model -- then runs it until it can stand on its own, for a fraction of a full-time hire. A revenueify fractional VP of sales builds that engine on a named system: Customer Focused Selling®, customized to your industry, on the data-led A.I.M. operating system and the 12 Week Year® cadence, and built to hand back rather than rent forever.
A fractional VP of sales sits at the engine-builder level. The job is to design the sales function and make it repeatable: the strategy, the playbook, the process, the hiring profile, and a forecast you can trust. It is different from a fractional sales manager, who runs an existing team day to day, and a fractional chief revenue officer, who owns the entire revenue number across sales, marketing, and customer success.
A revenueify fractional VP of sales builds four things:
- A sales strategy and operating plan, built from your data with the A.I.M. assessment rather than a generic template.
- A repeatable playbook, installed with Customer Focused Selling® so every rep sells the same proven way instead of by instinct.
- A hiring profile and onboarding path, so the next rep is hired to fit and ramps on a process, with PXT Select® and Everything DiSC®.
- A forecast you can trust, built on lead metrics and the 12 Week Year® execution cadence.
You Built the Revenue. Now Sales Has to Outgrow You
Founder-led selling gets a company to its first few million. The cracks below are the signs it cannot get you to the next one.
Selling still depends on the founder
The biggest deals still need you in the room. The team can run a process, but they cannot close what you close, so revenue is capped at your calendar.
No repeatable playbook
Every rep sells their own way. There is no shared method for discovery, qualifying, or advancing a deal, so results swing rep to rep and quarter to quarter.
Hiring keeps misfiring
You hire on gut and hope. Some reps work out, most do not, and there is no profile or onboarding path, so every wrong hire costs a quarter.
A forecast you cannot trust
The pipeline is a list of optimism. Deals slip, the number moves, and you find out late, so planning and hiring decisions are built on a guess.
The team cannot scale
Adding headcount adds chaos, not output. Without a built function, every new rep makes the lack of system more obvious, not less.
Sound familiar? You do not need a full-time VP to fix this. You need someone to build the sales engine and run it until it holds on its own.
See how a fractional VP of sales builds the engineThree Ways to Build Your Sales Engine
A fractional VP of sales is the build-and-run model: we design the sales function, install the system, and run it until your team can carry it. It is the right fit when the company has outgrown founder-led selling and the function needs to be built, not just supervised.
If you already have sales leaders who need coaching, or one part of the engine is broken, we have a model for that too. We match the engagement to where your sales function actually is.
Full Outsourced Sales Management
This is the fractional VP engagement. We build the function and run it: set the strategy, install Customer Focused Selling® as the playbook, hire to a profile, and run the A.I.M. and 12 Week Year® cadence until the engine stands on its own. Best fit when sales has outgrown the founder and needs to be built.
Build my sales engineSales Leadership Management
When you already have sales leaders in place, we coach them to build and run the system instead of doing it for them. If you need someone to own the entire revenue number across sales, marketing, and customer success, that is the fractional CRO engagement.
See leadership-tier managementCustom / Dedicated Program
A focused blend of training and outsourced management aimed at one part of the engine: a playbook, a hiring sprint, or a forecast rebuild. Best fit when one piece is broken, not the whole function.
Fix one part of the engineWhere a Fractional VP Of Sales Fits in Your Revenue Engine
Sales Management
The Bowtie Funnel: Solidifying a Sales Management Process
Outcome Based Selling
Monthly A.I.M. Sessions
1 on 1 Sales Coaching
Foundational Sales Skills
The Engine We Build, Not a Senior Operator We Lend
Most fractional VPs lend you a few days a week and their own instincts. We install a named system, customized to your industry, and build it to run without us, so the way your company sells outlasts any one leader.
Customer Focused Selling® -- the playbook
The repeatable selling method we install as your playbook: outcome-based discovery with the F.I.N.D. Interview System®, a structured way to qualify and advance deals, and presentations built on OBJECTIVELens®. It replaces selling by instinct with one proven way every rep can run, and it is the same Customer Focused Selling® taught on our training side, delivered here as a built and managed system. See Customer Focused Selling® training ›
The A.I.M. Operating System -- the engine
The data-led operating system the VP builds and runs: every engagement starts with the A.I.M. assessment, becomes a leadership plan and a plan for each rep, and turns into a monthly review of lead metrics and trend lines. It is how strategy becomes something the team executes, and how you get a forecast you can trust.
The 12 Week Year® -- the execution cadence
The cadence that keeps the built engine running: 12-week sprints, a weekly accountability meeting, and an execution score the whole team can see. It is the difference between a strategy on a slide and a function that produces every single week, and it is what you keep after we hand the engine back.
PXT Select® and Everything DiSC® -- the team
Building the engine means building the team that runs it. PXT Select® gives you a hiring profile so the next rep is hired to fit the role, not to a hunch. Everything DiSC® lets the VP read and coach each rep in the style that lands, so a direct, fast rep and a careful, detail-driven rep both get the coaching that works for them. This is how we hire and develop the people, not just write the process.
Not a Rented Manager. A System Built for You
Most fractional sales management is a generalist on loan who bills as long as you will let them. Three things make ours different.
Customized to your industry, never generic
We do not parachute in a generalist with a one-size playbook. Your manager and the Customer Focused Selling® system are tuned to your industry’s buyers, sales cycle, and language, because how you win in your market is not how someone wins in another. Generic sales management is exactly what we are not.
Built to hand back, not to rent forever
Most fractional arrangements are designed to keep billing. Ours is designed to end well. We document the system, develop your people, and run a structured offboarding so the rhythm keeps running after we step back. The goal is a team that no longer needs us, not a permanent dependency.
Founded in behavioral science, so we connect fast
Customer Focused Selling® and our coaching are grounded in behavioral science and Everything DiSC®. That foundation lets your manager read and connect with each rep quickly, so coaching lands in the first weeks instead of the second quarter, and the team buys in sooner.
The Operating Rhythm Your Manager Runs
A fractional sales manager is only as good as the cadence behind them. We run the A.I.M. operating cycle: a closed loop that starts with your data and turns into a weekly rhythm your team can feel.
Set the plan from data
01
A.I.M. Assessment
Every engagement starts with data, not assumptions. We assess the team, the process, and the gaps so the plan is built on what is actually happening.
02
OBJECTIVELens®
The assessment becomes the specific objectives, roadblocks, and moves that guide the engagement, so everyone knows the few things that matter this cycle.
03
A.I.M. Business Plan
Each rep gets a plan: personal objectives, pipeline targets, and an activity plan tied to the number, so coaching has something concrete to measure against.
Run the weekly cadence
04
12 Week Year® sprints
Annual goals become 12-week sprints with an execution score. The team works a plan they can finish, and progress is visible every single week.
05
Weekly Accountability Meeting
A 15-minute weekly meeting where reps commit, report, and unblock. It is the heartbeat of the rhythm and the reason activity stays honest.
06
Customer Focused Selling® coaching
Live coaching on real deals using the F.I.N.D. Interview System® and DiSC®, so reps improve on the opportunities in front of them, not in a classroom.
Review and adjust
07
A.I.M. Sales (monthly)
Monthly we update each plan against lead metrics and trend lines. Trend lines are the early-warning system that flags a slipping rep before the month closes.
08
Account Planning
Monthly account sessions keep the focus on white space, retention, and the next move on each opportunity, where forecast accuracy and lifetime value come from.
09
Leadership review
You get a clear monthly read on progress to the number and the lead metrics behind it, so there are no quarter-end surprises.
See the Method Before You Commit
Want to see how we build a sales engine before you ever book a call? Download a sample Fractional VP of Sales playbook and see the system in action: how Customer Focused Selling®, the A.I.M. operating system, and the 12 Week Year® cadence come together into a function your team can run.
The Operating Cadence a Fractional VP of Sales Installs
Building the strategy is the easy part. What makes a sales engine hold is the rhythm behind it. A revenueify fractional VP of sales installs one operating cadence that runs at four horizons, so execution never waits for quarter-end and every level rolls up into the next.
Weekly
Every week, 15 minutes
The Weekly Accountability Meeting (WAM)
The heartbeat of the engine. Each rep starts the week with a Weekly Plan of the critical few actions that move the number, then meets for a focused 15-minute Weekly Accountability Meeting: results actual versus goal, the weekly execution score, what is working and where they are stuck, and a commitment to the week ahead. The execution score is not a judgment, it is an honest signal of consistency, and salespeople in a structured peer-accountability system are seven times more likely to hit their goals. This is where activity stays honest instead of drifting until the month closes.
Monthly
Every month
A.I.M. Sales Planning and Account Planning
Once a month the rhythm steps back from the week and reads the trend. In A.I.M. Sales Planning, each rep’s plan is updated against five to seven lead metrics and the trend lines that show whether the team is improving, plateauing, or sliding. Those trend lines are the early-warning system: they surface a slipping rep in yellow or red before the quarter is lost, and they roll up into a leadership review tied to the objectives in the plan.
Alongside it, Account Planning runs as a structured 60-minute session on each rep’s focus accounts: stakeholder mapping, white-space and expansion, customer objectives drawn out with the F.I.N.D. Interview System®, and an Initial Benefit Statement® for net-new pursuit. Together the monthly cadence turns the pipeline into a forecast you can trust and protects customer lifetime value.
Quarterly
Every 12 weeks
The 12 Week Year® Sprint
The engine runs on the 12 Week Year®, which treats every twelve weeks like a full year so nothing waits for some distant year-end. Goals are set and executed against five disciplines -- vision, planning, process control, measurement, and time use -- and three principles: accountability, commitment, and greatness in the moment. At the close of each sprint comes the Week 13 reset: celebrate the wins, reflect honestly on the execution scores and what got in the way, then relaunch the next twelve weeks with a fresh set of critical-few tactics. The quarter becomes a finish line the whole team can feel, not a status update.
Annual
Every year
A.I.M. Annual Planning
At year end the data the cadence has gathered all year feeds the next fiscal cycle. We revisit the A.I.M. assessment, in full or as an Assessment Light, build a fresh OBJECTIVELens® of objectives and roadblocks, and reset the leadership plan and the metrics for the year ahead. The cycle begins again, stronger and better informed, so the engine compounds year over year instead of starting from scratch.
Weekly execution rolls up into a monthly read, the monthly read into the 12-week sprint review, and the sprint into the annual reset. One cadence, four horizons, built on Customer Focused Selling® and the A.I.M. operating system, and engineered to keep running after we hand it back.
What Building the Engine Actually Looks Like
A fractional engagement is part-time on the calendar, not part-time on the outcome. Building the function follows a clear path, and you keep what we build.
1. Assess
We start with the A.I.M. assessment: your data, pipeline, team, and process. The strategy is built on what is actually happening, not a template.
2. Build the playbook
We install Customer Focused Selling® as your repeatable playbook, customized to your industry, so every rep sells the same proven way.
3. Hire and onboard
We build the hiring profile and ramp path with PXT Select® and Everything DiSC®, so the team that runs the engine fits the roles.
4. Install the cadence
We run the 12 Week Year® rhythm and the A.I.M. reviews, so strategy turns into weekly execution and a forecast you can trust.
5. Hand back
We document the engine, develop your people, and run a structured offboarding, so the function keeps running after we step back.
A Fraction of a Full-Time VP
A full-time VP of sales runs well into the mid six figures a year in salary, equity, and benefits, plus the risk and lost quarters of hiring the wrong one. A fractional VP of sales typically runs in the range of 4,000 to 12,000 dollars a month, scaled to the size of the build and how much of the work you want us to carry.
And because we build the engine to hand back rather than bill forever, you are buying a function your company keeps, not a permanent line item.
What Our Clients Say
Real Results from Real Organizations
When you are leading a business that delivers communication solutions for business clients across Atlantic Canada, and your sales team is selling complex, high-stakes AV systems to hospitals, government agencies, and corporate clients, generic sales training is not enough. Backman Vidcom needed a way to help their salespeople connect more effectively with different buyer types. And when the time came
revenueify helped PCD Inc., a Northern California AV integrator, get clear on strengths, opportunities, and priorities, then turn that clarity into a practical action plan. The outcome was measurable progress toward managed services and stronger design build execution, supported by consistent sales training and coaching that the team could use in real customer conversations. PCD is based in Santa Rosa and
To deliver successful construction projects that improve the built environment, VVA prides itself on acting as an extension of its clients’ organizations. As a national project management and cost management service provider, VVA adds value at every stage of a project and makes sure client spaces are built for success.
SiteOne Landscape Supply serves landscape and maintenance contractors, golf courses, and municipalities across the United States and Canada. As the nation’s largest and only national wholesale distributor of landscape and irrigation supplies, SiteOne offers more than 90,000 products through nearly 600 branches across 45 states and five provinces, supported by approximately 8,000 industry experts.
Fractional VP of Sales vs Sales Manager vs CRO
These three fractional roles get used interchangeably and they should not be. Here is the difference, so you hire the right altitude.
Fractional Sales Manager
The operator. Runs an existing team day to day: cadence, coaching, activity, and forecast. The right call when you already have a function and just need someone to run it to a plan. See the fractional sales manager ›
Fractional VP of Sales
The engine-builder. Sets the sales strategy, builds the org, the playbook, the hiring profile, and the forecast model, then runs it until it stands on its own. The right call when the function needs to be built, not just managed. This is the role this page is about.
Fractional CRO
The leadership tier. Owns the entire revenue number across sales, marketing, and customer success, and coaches the leaders of each. The right call when multiple revenue functions are out of alignment. See the fractional CRO ›
Not Ready for a Full Fractional VP?
Start by Coaching Your Leaders
Building or rebuilding the whole sales function is a big step, and it is not always the first one. If you already have sales leaders who are close but need to get sharper -- on coaching their reps, running a cadence, and reading the numbers -- the better starting point may be developing the leaders you already have. Executive sales coaching builds that strength first, and it can grow into a full fractional VP engagement when the time is right.
Explore executive sales coachingFrom Founder-Led to an Engine That Runs Without You
Here is what changes as the engine comes together, from the gaps you feel today to the function you are left with. Read it top to bottom.
Right now, every deal that matters still runs through you.
The first thing we build is the playbook. Customer Focused Selling® goes in with the team, so discovery, qualifying, and advancing a deal stop living only in your head and become a motion any rep can run. As they run it, the biggest deals stop needing you in the room, and the share of pipeline that closes without you starts to climb. That is the first proof the company can sell on its own.
Today the team sells five different ways, and the results swing with whoever happens to be on the deal.
Once everyone is working the same proven method, selling stops being a personal talent and becomes a process. The win rate steadies and then lifts, because a strong rep and a struggling rep are finally running the same plays instead of improvising. The number stops depending on which name is on the opportunity.
Every hire is a gamble, and the wrong one quietly costs you a quarter.
We build a hiring profile with PXT Select® and an onboarding path the new rep actually follows, so the next person is hired to fit the role rather than to a hunch. New hires reach productive on a timeline you can predict, and ramp turns from a coin flip into something you can plan headcount around.
And the forecast is a list of optimism you find out the truth about too late.
The A.I.M. operating system replaces hope with lead metrics and trend lines, so a slipping deal shows up in yellow weeks before the quarter closes, not after. The forecast finally holds, and the decisions you build on it -- hiring, spend, promises to the board -- rest on something real.
Put it all together and the team still cannot grow without adding chaos.
Once the engine is built, adding people becomes a decision instead of a risk. With enough qualified pipeline for every rep and a system each new hire steps straight into, headcount scales output instead of multiplying the gaps. The function grows because it was built to, not in spite of itself.
By the time we hand the engine back, the function that used to live in your head is running on its own, measured every week and improving every cycle.
It is not a promise, it is measured. One client team that built this engine improved gross margin by 5 percent and finished the year at 102 percent of quota.
When the Gap Is the People, Not the System
A built engine still needs the right people in the seats. If your real gap is the team itself -- empty seats or wrong hires -- we help you hire reps who fit the role using PXT Select® and Everything DiSC®, then a fractional VP of sales builds the function that runs them to the number. Building the team and building the engine are two halves of the same job.
Explore sales recruitingFive gaps. One named engine. Built to hand back
Customer Focused Selling® as the playbook, the A.I.M. operating system as the engine, the 12 Week Year® as the cadence, and PXT Select® and Everything DiSC® to build the team -- all installed and run until your function stands on its own. That is what a revenueify fractional VP of sales builds.
When You Do Not Need the Full Build
If you already have a sales leader and what the team really needs is the skill, you can take the same Customer Focused Selling® methodology as training instead of a full build engagement. Same system, taught to your team, run by your own leader.
Explore sales trainingFractional Sales Leadership Enablement Hub
A Built Engine Still Runs on Conversations
The strongest playbook still depends on how your reps actually talk to buyers. If the gap you feel most is in the conversations -- discovery, objection handling, and adapting to each buyer’s style -- our sales communication programs sharpen the skills the engine runs on. Explore sales communication ›
Match the Role to What Your Revenue Function Needs
A fractional VP of sales builds the function. If you need a different altitude, here is the rest of the outsourced sales management family.
Fractional CRO Fractional Sales Manager Outsourced Sales Manager Sales Compensation Plans Outsourced Sales Management
Need the team run day to day, not built from scratch? That is the fractional sales manager. Need someone to own the entire revenue number across sales, marketing, and customer success? That is the fractional CRO engagement.
Frequently Asked Questions About Fractional VPs of Sales
Fractional Sales Management Delivery Options
Build a Sales Engine That Outlasts You
Start With a No-Obligation Assessment
Start with the A.I.M. assessment. We will show you exactly how a fractional VP of sales would build your sales function, on a named system you keep after we hand it back.
