What Does a Fractional Sales Director Do? Complete Guide for Australian Businesses
A fractional sales director provides part-time sales leadership and strategic guidance to growing businesses. Here's what they actually do day-to-day.
Key Responsibilities
1. Sales Strategy Development
Fractional sales directors develop comprehensive sales strategies tailored to your business. This includes revenue planning, go-to-market strategies, and sales process design.
2. Team Building and Management
They help hire, train, and manage sales teams. This includes creating job descriptions, conducting interviews, onboarding new hires, and providing ongoing coaching.
3. Process Optimization
Fractional sales directors optimize your sales processes, implement CRM systems, and improve pipeline management to increase efficiency and conversion rates.
4. Revenue Growth
They focus on driving measurable revenue growth through proven methodologies, best practices, and hands-on execution.
How It Works in Practice
A fractional sales director typically works 20-30 hours per week, either with multiple clients or focused on strategic initiatives for a single business. They provide the expertise of a full-time sales director at a fraction of the cost.
Engagement Models
Part-time ongoing: Regular weekly hours (typically 15-30 hours) for continuous sales leadership and strategy development. This model works well for businesses that need consistent guidance but aren't ready for full-time commitment.
Project-based: Focused engagement on specific initiatives like building a sales process, hiring a team, or launching a new market. These engagements typically last 3-6 months with clear deliverables.
Advisory: Strategic guidance and monthly reviews without day-to-day involvement. Ideal for businesses with existing sales leaders who need senior-level counsel.
Day-to-Day Activities
Weekly Responsibilities
- Monday: Pipeline review and forecast updates with the sales team
- Tuesday-Wednesday: Active coaching sessions, process improvements, and strategic planning
- Thursday: Team meetings, cross-functional collaboration with marketing and operations
- Friday: Reporting, analysis, and planning for the following week
Monthly Activities
- Comprehensive pipeline analysis and forecasting
- Sales performance reviews and team development
- Process optimization and system improvements
- Strategic planning and goal setting
- Client stakeholder updates and reporting
When to Hire One
Consider a fractional sales director when:
- Scaling from $1M to $50M revenue
- Building your first sales team
- Need strategic guidance without full-time cost
- Transitioning between sales leaders
- Experiencing inconsistent sales performance
- Pipeline and forecasting issues
- Need expertise in your specific industry (SaaS, ERP, technology)
Benefits for Australian Businesses
Cost Efficiency
Hiring a full-time sales director in Australia typically costs $150,000-$250,000+ per year in salary, plus benefits and overhead. A fractional sales director provides the same expertise at 30-50% of the cost, making it accessible for growing businesses.
Flexibility
Scale up or down based on your needs. Unlike a full-time hire, fractional engagements can be adjusted as your business evolves.
Immediate Impact
No lengthy recruitment process. An experienced fractional sales director can start delivering value within days, not months.
Proven Expertise
Fractional sales directors typically have 15+ years of experience across multiple companies and industries, bringing best practices and avoiding common mistakes.
What to Expect
First 30 Days
- Comprehensive sales audit and assessment
- Team evaluation and process review
- Identification of quick wins and strategic priorities
- Initial action plan and roadmap
First 90 Days
- Process improvements and system implementations
- Team development and training initiatives
- Pipeline optimization and forecasting improvements
- Measurable results and performance metrics
Ongoing Value
- Continuous optimization and refinement
- Strategic guidance as the business scales
- Team development and leadership
- Predictable revenue growth
Conclusion
A fractional sales director provides senior-level sales expertise on a flexible, part-time basis - perfect for growing Australian businesses that need strategic sales leadership without the overhead of a permanent executive. They deliver the same results as a full-time sales director, with greater flexibility and at a fraction of the cost, making them an ideal solution for businesses scaling from $1M to $50M revenue.
If you're considering fractional sales leadership for your business, book a discovery call to discuss how Sales-Logic can help scale your revenue operations.
