Inversion Kevin French - Inversion GTM
Fractional CRO vs VP of Sales
for Technology Companies
Technology companies consistently hire a VP of Sales when they need a fractional CRO. Here's how to tell the difference.
The Situation
Technology companies consistently hire a VP of Sales when they need a fractional CRO.
The decision between a VP of Sales and a fractional CRO is one of the most consequential revenue leadership decisions a technology company makes. Get it wrong and you spend 12-18 months and $300K-$400K on the wrong hire. The right answer depends entirely on what problem you're trying to solve.
Start the ConversationWhat a VP of Sales Does
A VP of Sales manages the sales team, owns the pipeline and forecast, runs the cadence, develops reps, and drives to quota. They are an exceptional operator within an existing go-to-market system. They are not the person who designs the system - that's a CRO.
If your go-to-market model is sound, your ICP is defined, your methodology is documented, and you need someone to manage the team that executes it - hire a VP of Sales. They're cheaper than a CRO and more focused on the day-to-day operational work.
What a Fractional CRO Does
A fractional CRO designs and installs the revenue system, diagnoses the real problem (CRO or CGO), rebuilds the go-to-market architecture, installs the methodology, develops the team, and owns the outcome. They operate at a level above the VP of Sales - responsible for strategy, not just execution.
Most technology companies at the $5M-$100M revenue range need a fractional CRO for 12-18 months to build the system, then a VP of Sales to run it. Starting with the VP of Sales means starting without the system - which is why so many VP of Sales hires fail within 18 months.
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Contact Kevin FrenchOr call directly: 856-418-0502