Fractional CRO vs a Full-Time VP of Sales
A fractional CRO builds the revenue architecture: segmentation, pricing, sales motion, and forecasting. A VP of Sales runs the existing motion. Hiring the VP before the architecture exists is where most B2B scale-ups stall.
The core distinction
A fractional CRO builds the revenue architecture: segmentation, pricing, sales motion, and forecasting. A VP of Sales runs the existing motion. Hiring the VP before the architecture exists is where most B2B scale-ups stall. The difference is not seniority. It is scope, authority, and time.
When to pick which
- Pick the first when the problem is clarity, ownership, and a written outcome
- Pick the second when the problem is execution inside an existing system
- Pick the third when the problem is time bounded and the board wants a defined end
How to decide inside the board
Write the problem down in one sentence, name who signs the decisions, and check whether the current leadership can carry the outcome. If not, pick the option that changes the signer, not the option that adds another advisor.
https://niklaslindahl.com/compare/fractional-cro-vs-vp-sales