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Guide

Fractional CRO vs Outsourced Sales

Three ways to fix revenue, one decision. Whichever you pick, you get an operator who still sells, billed monthly with no contract and no lock-in. Here is which one fits your stage, and which one wastes your money.

The three options

• Do it yourself. You have the founder energy and the time to run the motion, you just need the system: the playbook, scripts, battle cards and daily guidance. Lowest cost, most of your time.
• Fractional CRO. You need a senior leader to own the number and run the motion with you, but the work is not yet a full-time job. Me, in the seat. The middle rung, and what most companies choose.
• Fully outsourced sales. You want the whole function off your plate: native-speaking SDRs and AEs, senior leadership and a VP, a complete team hired, trained, managed and reported on daily, living outside your headcount.

How to choose

• If the problem is that you have no system, do it yourself with the right tools
• If the problem is that nobody owns the number, get a fractional CRO
• If the problem is that you have no team and no time to build one, outsource the whole function

The honest test

Ask one question: is your sales motion proven? If it is, you mostly need execution, so a system or an outsourced team can run it. If it is not, you need senior ownership to find the motion first, which is exactly what a fractional CRO does before you spend on a team.

Common questions