How to Ensure the Success of a Fractional VP Sales - Lessons from Bryophytes

Bryophytes have no roots, leaves, or stems. They are flowerless plants that grow in clumps. They don’t have roots, but instead thin, root-like growths called rhizoids to anchor themselves.

Similarly, a Fractional VP Sales comes into a company without roots. So, how can they be successful when they aren't embedded in the company's culture or structure? The team knows they won’t be around long, which may lead to hesitation in fully embracing them. Moreover, a Fractional VP Sales may not have the time to build strong, individual relationships or establish deep trust and respect within the organization. So how can they truly lead?

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While there are certainly cases where a permanent hire makes more sense, there are key scenarios where a fractional sales leader is the perfect choice.

1. “A prophet is not without honor but in his own country.” An outsider, without any internal ties, comes with no baggage. They don’t have longstanding relationships within the company that could cloud their judgment. Without the need to please specific individuals or play politics, their sole focus is on doing what’s right for the business.
2. “The truth, the whole truth, and nothing but the truth.” A Fractional VP Sales brings a fresh perspective. Unlike internal candidates, they don’t need to think about long-term career progression or internal benefits. Instead, they can focus entirely on what’s best for the organization, often introducing innovative strategies, new ideas, and shifts in culture that an internal candidate might overlook.
3. Get the ophthalmologist, not the family doctor, to fix your vision. When a company faces urgent, temporary challenges, a Fractional VP Sales acts like a specialist—quickly diagnosing issues and prescribing the right solutions. While permanent hires may take longer to onboard and adjust, an interim leader can step in swiftly, with the right expertise to tackle the problem. After a transition period, the company can pass the reins back to internal leadership.
4. Light bends as it passes through water. Companies going through mergers, reorganizations, or rapid scaling face uncertainty and unknowns. In such situations, hiring a permanent sales leader could be both costly and risky. A Fractional VP Sales offers a faster onboarding process, greater flexibility, and lower overall commitment, allowing the company to navigate these uncertain times more effectively.

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Like bryophytes—rootless plants that thrive in challenging environments—Fractional VP Sales overcome obstacles and provide effective solutions. Here’s how to ensure their success:

1. Proper Introduction and Alignment Start by having the CEO or senior manager clearly introduce the Fractional VP Sales to the team. It’s essential to explain the reasons for bringing them in and the criteria used to select them. Clear communication from the start fosters team acceptance and alignment.
2. Full Integration Treat the Fractional VP Sales as a full member of the management team for the duration of their assignment. Though they are external experts, they should be integrated into the organization, making decisions as part of the team rather than as outsiders.
3. Immediate Impact Fractional VP Sales are often over-qualified for the role. This allows them to be effective from day one. Their extensive experience and expertise ensure they can immediately contribute to the organization, making swift decisions and implementing strategies that drive results.

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Much like bryophytes, Fractional VP Sales don’t need deep roots to make an impact. Their ability to quickly diagnose, implement changes, and drive growth makes them an invaluable resource during times of transition or challenge. With the right onboarding and support, a fractional or interim sales leader can steer your sales team to success.