Question 1

What is a fractional VP of Sales?

Accepted Answer

A fractional VP of Sales is an experienced sales executive who works with your company on a part-time or contract basis, providing the same strategic leadership as a full-time VP of Sales at a fraction of the cost. They build sales infrastructure, define strategy, and drive revenue growth without the commitment of a full-time hire.

Question 2

When should a company hire a fractional VP of Sales?

Accepted Answer

A company should consider a fractional VP of Sales when the founder or CEO is still closing most of the deals and needs to step back, when revenue is unpredictable or flat, when a sales team isn't performing and you're unsure why, or when you need to build a repeatable sales process before committing to a full-time sales leader.

Question 3

How much does a fractional VP of Sales cost?

Accepted Answer

A fractional VP of Sales typically costs significantly less than a full-time hire, which can exceed $250,000 per year in salary, benefits, and equity. Fractional engagements are usually structured as monthly retainers, allowing companies to access executive-level sales leadership at a fraction of that cost with no long-term commitment.

Question 4

What is the difference between a fractional VP of Sales and a sales consultant?

Accepted Answer

A sales consultant advises and makes recommendations but typically doesn't do the implementation work. A fractional VP of Sales is embedded in your business and does the actual work — building the sales process, training the team, implementing tools, and driving execution. Byron Wheeler's approach is explicitly not consulting: he builds the sales engine for you.

Question 5

What size company benefits most from a fractional VP of Sales?

Accepted Answer

B2B companies with annual revenue between $2M and $25M benefit most from fractional sales leadership. These companies are typically past early survival stage but not yet large enough to justify a full-time VP of Sales. They often have founder-led sales, unpredictable pipelines, and need structured sales infrastructure to scale.

Question 6

How long does a fractional sales engagement typically last?

Accepted Answer

Fractional sales engagements typically run between 6 and 18 months. The goal is to build a sales engine that runs independently — including the strategy, processes, tools, and team — so the company no longer needs the fractional leader when the engagement ends.

Question 7

What does a fractional VP of Sales actually do?

Accepted Answer

A fractional VP of Sales assesses the current state of your sales effort, develops a go-forward sales strategy, builds the sales infrastructure and processes, implements the right tools, defines your ideal customer profile, creates value proposition messaging, builds sales job descriptions, and trains and manages the sales team — all with the goal of creating a predictable, scalable revenue engine.

Question 8

How is working with Byron Wheeler different from other fractional sales leaders?

Accepted Answer

Byron Wheeler brings 20+ years of B2B sales leadership experience and focuses exclusively on companies in the $2M–$25M revenue range. His engagement model follows a clear Create, Execute, Grow framework — he doesn't hand over a strategy deck and walk away. He works directly with your team to build and implement a sales engine designed to run without him.

BYRON WHEELER