Case Studies
Representative industry examples of how fractional sales director services help businesses scale revenue and build high-performing sales teams.
The examples below reference publicly reported cases and research. They illustrate what is possible when experienced fractional sales leadership is applied effectively. They are not Sales-Logic client case studies.
What happens when senior sales leadership is added early
Introducing experienced fractional sales leadership early — before scaling headcount — is a common pattern in successful SaaS growth stories. Publicly documented examples show improved sales discipline, clearer qualification, and faster movement from opportunity to close when senior sales leadership focuses on system and execution rather than activity alone.
Typical Outcomes:
- Clearer separation of marketing and sales qualification
- Improved forecast reliability
- Faster, more consistent deal progression
Full examples discussed during Discovery
Source: OpenView Partners and SaaStr articles on early-stage SaaS sales leadership and interim/fractional CRO models.
Improving predictability in partner-led sales models
Partner-led and reseller businesses often struggle with inconsistent sales execution across sellers. Industry case material shows that introducing senior fractional sales leadership improves qualification consistency, deal progression, and forecast confidence. Rather than relying on individual 'hero sellers', successful ERP resellers apply shared sales discipline and operating rhythm across the team.
Typical Outcomes:
- More consistent qualification standards
- Reduced deal slippage
- Greater forecast confidence across sellers
Full examples discussed during Discovery
Source: Acumatica partner case material; Gartner and Forrester research on channel and partner sales performance.
Turning referral-led growth into a repeatable engine
Many professional services firms rely on referrals and ad-hoc selling until growth plateaus. Public examples show that introducing structured, senior sales leadership — even part-time — helps firms move from reactive selling to managed pipeline without changing their delivery model. The result is greater predictability, not just more activity.
Typical Outcomes:
- Clearer ICP definition and qualification
- Improved conversion from first meeting to close
- Stronger pipeline visibility
Full examples discussed during Discovery
Source: McKinsey research on professional services growth models and publicly available consultancy scaling case write-ups.
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