Roles & Problems

Fractional sales leadership is increasingly centered on leadership, structure, and long-term capability building—not just short-term execution support.

Key benchmarks:

• Role mix: ~one-third act as team leaders; nearly as many as advisors/coaches; nearly one-quarter do hands-on selling/deal support.

• Top verticals: Software and Professional Services remain most prominent.

• Expansion: Also established across Healthcare, Financial Services, Technology/Hardware, Cybersecurity, Construction, CPG, and Manufacturing.

What companies are buying:
The most frequently cited challenge involves developing or rebuilding sales playbooks—often alongside GTM design, sales infrastructure, and coaching to raise execution discipline.

Explore the questions in this section:

• What industries use fractional sales leadership most?

• What roles do fractional sales leaders play?

• What problems do fractional sales leaders solve?

Related definitions:

• Fractional CRO (definition)

• Fractional VP of Sales (definition)

• Fractional vs Advisor vs Consultant (definition)

Other knowledge hubs:

• Time & Duration

• Market & Maturity

For the full role distribution and problem set, download the report:

2025 State of Fractional Sales Leadership