Fractional CRO
Senior revenue leadership, without the full-time cost.
Part strategist, part operator, part coach. This is not consulting from the outside. It is leadership from the inside, on terms that fit your stage and your budget.
The problem
A sales team. A product. Ambition. But no one to turn them into predictable revenue.
That’s the problem most growth and mid-market companies share. What they don’t have is the commercial leadership to turn all three into predictable, scalable revenue.
Hiring a full-time Chief Revenue Officer is expensive, slow and often the wrong fit for where the company actually is. But leaving the revenue function without senior leadership costs more in missed opportunity than any salary ever would.
There is a better way.
What you get
One leader. Three roles.
01
Strategist
A clear revenue plan: where to compete, who to target and what it takes to get there.
02
Operator
Pipeline discipline, forecasting and a sales process your team actually uses.
03
Coach
Developing your sales professionals into trusted advisors, built on the TSW TA Score™ and the TSW Vantage Method™.
The difference
Built to leave a leader behind.
I don’t come in to run your team indefinitely. I come in to coach and develop the person who will. Often the right sales leader is already on your team: the utility player who has the respect of their peers and just needs the right coach.
I measure success by how well your team performs without me.
Read: Fractional Sales Leadership: Pick the One Who Builds Your Next Leader →
A different approach
Most fractional CROs vs. Train.Sell.Win.
Most fractional CROs
- Run your sales team for you
- Open-ended retainer
- Focus on process and pipeline
- Success = the numbers while they’re there
Train.Sell.Win.
- Coach the person who will run it
- Built toward a handoff
- Process and pipeline, plus developing trusted advisors
- Success = how your team performs after I leave
How it works
From first conversation to handoff.
1. Conversation
A no-charge consultation to understand where you are and where you want to go.
2. Diagnose
A clear read on your team, pipeline and process, including where each rep stands on the TSW TA Score™.
3. Lead
A scope built around your stage and budget, agreed after our first conversation. Typically one to three days a week, with clear milestones and a set point to review progress.
4. Hand off
Your internal leader is ready to take the role, with the coaching and structure to keep the team winning.
Who it’s for
- Growth and mid-market companies without senior revenue leadership
- SMB, SaaS and emerging technology companies ready to scale their sales team
- Founders and CEOs who are still the head of sales and need to step back
- Teams with a strong rep who is ready to grow into a sales leader
“Charley is a seasoned professional with good understanding of business outcomes… He did a lot of heavy lifting in farming new opportunities, positioning us for success and providing useful insights on strategic aspects of structuring a winning proposal.”
— Anil Kanwar, Principal Architect, Cloud Platforms · Former colleague
Let’s talk about your revenue team.
Thirty years of lessons learned at IBM · Siemens · HPE · NTT · Xerox, working inside your business.