Sales Consultant vs. Fractional Chief Revenue Officer

We posted a survey on LinkedIn to see how business executives saw the difference between a Sales Consultant and a Fractional Chief Revenue Officer, if any.

65% of respondents did see them as different roles while 36% saw them as the same or hadn’t thought about it.

Many of those who participated in the survey also left comments.

Their comments certainly help define the differences.

“Fractionals are generally leads, available in a part time role.
They manage, strategize and provide ops.

Consultants either execute or provide strategy only.”

Grady Teske, founder dStaff

“Definitely different. A Fractional Executive should be doing everything an executive role does, just not full-time. For example, my wife’s large dental practice requires a marketing team but only requires a part-time marketing executive. They have hired a Fractional CMO to lead the team in strategically implementing marketing initiatives. This is different from a consultant who doesn’t get involved with direct reports and direct decision-making. A Fractional ‘holds the pen.’”

Paul Jones, Founder

“I boil it down to accountability. Hit and run and suggest or strategize and execute. It is a piece of the pie but the pie is still the pie so whatever the full-time role is, that is what Fractionals do.”

Valerie Cobb, CEO Revenue Northstar

Here’s a deep dive into the difference. In the realm of revenue generation and sales optimization, organizations often seek external expertise to enhance their sales strategies and drive revenue growth. Two such roles that businesses frequently consider are Sales Consultants and Fractional Chief Revenue Officers (fCROs). While both professionals bring valuable insights and guidance to the table, they possess distinct roles and levels of engagement. Let’s explore the key differences between a Sales Consultant and a Fractional Chief Revenue Officer to help you make an informed decision when considering their services.

Sales Consultant: A Sales Consultant is an individual or a firm that specializes in providing expert advice, analysis, and recommendations to improve an organization’s sales performance.

Here are some key characteristics of a Sales Consultant:

External Expertise: Sales Consultants are external professionals who are brought in to offer fresh perspectives and insights. They bring a wealth of industry knowledge and experience, having worked with diverse clients across various sectors.
Specific Focus Areas: Sales Consultants often specialize in specific areas, such as sales process optimization, lead generation, sales training, or CRM implementation. They identify pain points, diagnose sales-related issues, and provide targeted solutions to address them.
Project-Based Engagement: Organizations typically engage Sales Consultants on a project basis or for short-term assignments. They work closely with internal teams, conducting assessments, making recommendations, and assisting in the implementation of strategies.
Objective Analysis: Sales Consultants offer an objective viewpoint on sales processes, strategies, and outcomes. They leverage data analysis and market research to identify areas for improvement and provide actionable insights to drive sales performance.

Fractional Chief Revenue Officer (fCRO): A Fractional Chief Revenue Officer (fCRO) is a part-time executive who assumes a strategic role in revenue optimization, encompassing sales, marketing, and customer success functions.

Here are some key aspects that differentiate an FCRO from a Sales Consultant:

Strategic Leadership: An fCRO provides strategic leadership by aligning revenue-generating functions, developing comprehensive revenue strategies, and overseeing their implementation. They take a holistic view of the organization’s revenue ecosystem.
Long-term Engagement: Unlike Sales Consultants, fCROs often engage with organizations on an ongoing, part-time basis. They become integral members of the executive team, working closely with the leadership to drive revenue growth and optimize business performance.
Cross-Functional Collaboration: fCROs collaborate with various departments, including sales, marketing, customer success, and product management. They facilitate alignment, foster collaboration, and ensure a cohesive revenue strategy across the organization.
Hands-on Execution: fCROs not only provide strategic guidance but also take an active role in the execution of revenue initiatives. They work closely with internal teams, mentor sales managers, analyze performance metrics, and drive revenue optimization initiatives on a day-to-day basis.

Conclusion: While Sales Consultants and Fractional Chief Revenue Officers share the goal of improving sales performance and revenue generation, their roles and levels of engagement differ significantly. Sales Consultants provide external expertise on specific sales-related areas, working on a project basis and offering objective analysis. On the other hand, Fractional Chief Revenue Officers take a comprehensive, long-term approach to revenue optimization, assuming strategic leadership and collaborating with multiple departments. They actively participate in the execution of revenue initiatives, ensuring alignment and driving revenue growth. Understanding these distinctions can help organizations choose the right resource based on their specific needs and objectives.