Fractional CRO (Chief Revenue Officer)
Some businesses don’t have a sales team large enough to justify a person whose role is to be the sales manager. Often, the business owner or a marketing manager might have to manage the sales team as part of his/her responsibilities. In other cases, it gets delegated to an admin person just because the salespeople need to report to somebody. In more cases than not the business owner is too consumed with running the business to play the role of sales manager. In these cases, investing in a fractional (part-time) sales manager is likely a good investment.
Sales process development
The sales process is unique to the business. It is comprised of the following things:
• How leads are generated and nurtured through the buying funnel
• How, when, and by whom is a prospective buyer contacted
• The sequence of the sales meetings
• Marketing materials that support sales activities
• Administrative support of the sales organization
A good Chief Revenue Officer should invest time to document and analyze the sales process as a means to identify how the process can be improved to support the sales team and achieve sales goals.
A Chief Revenue Officer is someone in charge of all your company's revenue streams. They have ultimate accountability for driving revenue growth, by leveraging and aligning all revenue-generating departments: Marketing, Sales, and Customer Experience/Customer Success.
As an accomplished senior executive and proven leader, I have demonstrated success across academia, agriculture, big data, transportation, and retail industries. He has leveraged his extensive experience in business strategy for startup companies, proven a valuable asset for agriculture, technology and service companies of all sizes, bringing meaningful organizational change, process excellence, sales improvement, and technology adoption. Areas of expertise include organizational leadership, go-to-market strategy, strategic planning, customer relationship management, and pricing strategies.