Fractional sales leadership · Sydney
Fractional sales director in Sydney, embedded in your business
Your business has grown. Your sales function hasn’t. Get a senior sales leader inside your team, with full-time experience at a fractional rate, without the cost or the risk of a full-time hire.
Six sales directors who have led teams themselves. Based in Kensington, Sydney. The PAMICE sales framework.
The definition
What is a fractional sales director?
A fractional sales director is an experienced sales leader who does the job of a sales director in your business without being a full-time hire. They bring full-time experience to your business at a fractional rate, so you get all of their experience, not part of it. They work inside the business alongside your team, run the sales meetings, coach the leaders and mentor the reps, and own the sales target with you.
The word fractional describes how the role is delivered. It says nothing about how much of the job gets done.
Time in your business
Tailored to the size of your sales team and the work to do.
Length of engagement
A six month minimum to deliver change, then month to month. Twelve to eighteen months is typical, five years in some cases.
The framework
PAMICE, the sales operating system we use with every client.
What stays behind
A high performing sales team and new, consistent revenue.
When to hire one
When should a business hire a fractional sales director?
When sales has outgrown what the founder or the current team can lead, but the business does not need a full-time sales director yet. One of these four situations is usually the reason.
The founder is still carrying sales
The business depends on you to close, and growth stops when you are busy.
A strong rep, struggling as a leader
Your best salesperson got the job and nobody taught them how to lead. The team is stalling under them.
A busy team with no momentum
Plenty of activity, missed targets, and every rep running their own playbook. Hiring more people added cost, not revenue.
Different leaders, different results
Several sales leaders across regions or units, each with their own approach, and no way to compare them.
Not sure where you sit? The Founder Sales Maturity Self-Assessment takes five minutes and shows your result before it asks for anything.
Your options, side by side
Fractional sales director vs full-time, consultant or training
Hire full time when the role needs a sales director five days a week. Below that, a fractional sales director brings the same seniority, full-time experience at a fractional rate.
| Fractional sales director | Full-time sales director | Sales consultant | Sales training | |
|---|---|---|---|---|
| Who leads sales day to day | A senior sales director inside your team | A senior sales director, five days a week | You do, with their advice | You do, after the course |
| Time in your business | Tailored to your team and the work to do | Full time, after months of recruitment | A project, then they leave | A course, then they leave |
| Who owns the sales target | They do, with you | They do | You do | You do |
| What stays behind | A high performing sales team and new, consistent revenue | The person, for as long as they stay | A report | Skills, if the team uses them |
| How you pay | A fractional rate, with no salary or on-costs | Salary, on-costs and the risk of a wrong hire | A project fee | Per course or per seat |
| Best when | Sales has outgrown founder-led selling but not yet a full-time role | The role needs five days a week, a large team or many territories | You need a diagnosis and will execute it yourself | Your leaders are in place and need specific skills |
Read the full comparison, hiring a sales leader vs a fractional sales leader.
How it works
How a fractional sales director engagement runs
Three steps, the same for every client. The first month is a review. Then the work starts, inside your business.
01 · Month one
Diagnose
We benchmark your sales function against the PAMICE framework with a 75 point diagnostic. You get a blueprint report that shows where performance breaks down and what to fix first.
02 · Month two
Plan
The blueprint includes a plan to deliver more revenue, and more consistent revenue. Month two brings workshops and practical sessions with your team to shift the dial.
03 · From month two
Execute
Your sales director works alongside the team. A typical month includes the weekly sales meeting, deal reviews and forecasts grounded in facts, with the cadence tailored to your team.
The first 90 days
Clients typically move from no formal sales methodology to a structured, repeatable sales approach. They start qualifying out the opportunities they cannot win and focus on higher value prospects, and they gain visibility of the sales funnel, so forecasts and decisions about people and growth rest on facts.
How it ends
The minimum engagement to deliver change is six months. After that, clients keep us month to month for as long as we keep adding value, twelve to eighteen months is typical, five years in some cases. If you grow into a full-time role, we help recruit it and introduce the new hire to the operating system your team already runs.
Who you’d work with
Sales directors who have done the job
Six sales leaders who have led sales teams themselves. Every one is a certified sales mentor and works to the PAMICE framework, so the approach is the same whoever is embedded in your business.
Your first conversation is with one of the two co-founders, Paul or JD.
Paul (Sarge) Sargeant
Co-founder. More than 25 years in technology sales and sales leadership.
Also on the team Tony Timney · Tony Bartlett · Glen Charge · Adrian Rudman
Results · technology companies
“SDC nearly tripled our sales revenue in 12 months, winning Global Partner of the Year.”
Matthew Grove, Founder and CEO, GK Horizons, Sydney
Straight answers
Fractional sales director FAQs
The questions founders ask Google and AI tools before they call us. Anything else, ask us on the call.
What does a fractional sales director do?
The job of a sales director, inside your business, without being a full-time hire. They set the sales plan, run the sales meetings, review deals and forecasts, coach the leaders, mentor the reps and own the sales target with you. At Sales Director Central they work through PAMICE, the sales operating system we use with every client.
When should a business hire a fractional sales director?
When sales has outgrown what the founder or the current team can lead, but the business does not yet need, or cannot yet justify, a full-time sales director. The usual triggers are a founder who wants out of selling, a new sales leader who is struggling, or a team that keeps missing target.
How does a fractional sales director compare with a full-time hire?
A full-time hire makes sense when the role needs a sales director five days a week. Below that, a fractional sales director brings full-time experience at a fractional rate, without months of recruitment, a salary and on-costs, or the risk of a wrong hire.
How much does a fractional sales director cost?
It depends on the size of your sales team and the work to do, and we tailor it to each situation. You pay a fractional rate, not a salary, on-costs or a recruitment fee. Ask us on the first call.
How long does an engagement last?
The minimum engagement to deliver change is six months. After that, clients keep us month to month for as long as we keep adding value. Twelve to eighteen months is typical, and in some cases five years. The first month is a review that produces a blueprint and a benchmark.
How many days a month does a fractional sales director spend in the business?
It depends on the size of the sales team and how much work there is to do, and we tailor it to each situation. The weekly sales meeting and the deal reviews are the fixed points.
What should I ask before hiring a fractional sales leader?
Ask three things. Have they led sales teams, or only sold in one? What framework will they use, so the work does not rest on improvisation? And will they stay to execute the plan, or hand you a report and leave? Every sales leader at Sales Director Central works to the PAMICE framework and stays inside your business until the cadence holds on its own.
Do you sell for us, or lead the people who sell?
We lead the people who sell. We do not sell for you, and that is not because we cannot. Businesses get a better outcome when they own their sales team, including a better multiple when the business is valued. Your reps and your founder keep the customer relationships.
How do I hire a fractional sales director?
Talk to Paul or JD, or take the five minute self assessment first. If fractional leadership is the right fit, the engagement starts with a review of your sales function. If it is not the fit, we will tell you.
Still stuck in sales? Tell us where
Tell us where sales is stuck and talk to Paul or JD about your sales function. No pitch, just answers.
Prefer to start on your own? Take the five minute self assessment.