How we help
Fractional Sales Leadership
A seasoned sales leader who builds the strategy, process and team that sell, so growth stops depending on you. We lead the sales function; we don't become your salesperson.
The founder's role
If every big deal still needs you, your time sets the pace of growth.
Most founder-led companies reach a point where the founder is still the best salesperson in the building. It's a big part of how you got here. The next stage needs the way you sell built into a process your team can run, because your time only stretches so far.
The answer isn't just hiring someone to sell more. It's building a sales function: a clear strategy, a repeatable process, a pipeline you can forecast, and people who know what good looks like.
Signs you need this
You probably need sales leadership if...
- You're still closing most of the deals yourself.
- You have salespeople, but no process they all follow.
- You want a forecast you can count on.
- Your CRM isn't keeping up with how your team sells.
- Proposals and pricing vary from deal to deal.
- You're about to hire your first or next salesperson and want to get the role right.
- You're entering a new market, including selling to government or public agencies, and want a plan for it.
- You're planning a sale in the next few years, and buyers will want to see sales that don't depend on you.
What we build and run
What we take responsibility for
- Sales strategy, targets and where to focus
- A sales process with clear stages, from first conversation to signed contract
- Weekly pipeline reviews and a forecast you can trust
- KPIs and incentive plans that reward the right behavior
- Proposal, pricing and RFP discipline
- Coaching your team and raising the bar
- The role profile and onboarding plan for new sales hires
- Alignment with marketing, so the right leads reach sales
We do the work to put all of this in place. Closing deals stays with your team, and we make them better at it.
How it runs
How it works
It starts with the 90-Day Growth Launch: we review how you sell today, set a baseline, fix the biggest gaps in process and CRM, and get the first improvements live. After that, we lead the sales function on a steady rhythm: weekly pipeline reviews, monthly leadership reporting and quarterly targets.
What we're accountable for
Measured by the numbers that matter
In the ongoing phase, part of our pay is tied to growth above the baseline we set together.
Who leads it
Matt Dell
Partner, Growth & Sales Leadership
Matt has spent three decades building and leading sales organizations: from enterprise public-safety and utility systems to taking a regional distributor national as an owner and VP of Sales & Marketing, then leading its sale, and later leading a company as CEO. He knows what growth looks like from the owner's chair.
“Sales is the most honest part of a business: you win or you don't. My job isn't to close your deals; it's to build the team and process that keep winning.”
Complex and public-sector sales
Experience with long, complex sales
Selling to state, county and city agencies, utilities and larger organizations takes patience and process: long cycles, formal RFPs, multiple decision-makers and budget calendars. Matt has led sales into all of them, including a 9-1-1 system for the City of Chicago.
Proof
Sales systems that scaled
business accounts. We built a sales process designed to scale and rolled out Salesforce to support it.
Client engagementrevenue with EBITDA doubled. The inside sales team grew from 3 to more than 10 and average order size rose from $800 to $1,200, on the way to a sale to a Fortune 500 company.
Operating track recordHow the options compare
Full-time VP, commission-only or fractional?
| Full-time VP of Sales | Commission-only sales help | Wise Fox | |
|---|---|---|---|
| Builds strategy and process | Yes, over time | No | Yes, from the first 90 days |
| Leads and develops your team | Yes | No | Yes |
| Who closes deals | Your team | They do, on their own terms | Your team, made stronger |
| How you pay | Salary, benefits, equity | Commission on deals | Monthly fee, with part of our pay tied to growth |
| Commitment | Long-term hire | Varies | Cancel with 30 days' notice |
Part of a bigger system
Sales works best with support underneath.
Sales works best when marketing feeds it and the systems underneath are solid.
FAQ
Common questions
Do you sell for us?
No. We don't carry a quota or close your deals. We build the strategy, process and team that do, and we lead them.
Will you manage our existing salespeople?
Yes. We coach them, hold them to a clear process and help them improve.
We don't have any salespeople yet. Can you help?
Yes. We'll build the process first, then help you define the role and get your first hire up to speed.
Can you help us hire a full-time VP of Sales later?
Yes. We'll define the role and hand off the system we've built.
Do you work with public-sector sales?
Yes. Selling to government agencies, municipalities and utilities is a particular strength.
What does it cost?
An intensive first 90 days, then a lower monthly fee plus pay tied to growth, scaled to company size. We'll talk specifics on the call.
Can we cancel?
Yes, any time, with 30 days' notice.
Get a 30-minute growth review
See what your sales team could do next.
In 30 minutes, a partner will look at where you are, where your next growth should come from and the first step to get there. No obligation.