How to Succeed as a Fractional Sales Leader

The rise of solopreneurship – the tenuous nature of full-time revenue leadership positions and the pursuit of greater work-life balance have driven many leaders to embrace fractional work.

Additionally, start-ups seeking more flexibility in their cost base and capital efficiency have turned to fractional hiring as an alternative to full-time hiring. But despite the recent explosion in the fractional leadership market, the leap from full-time employment into a portfolio career can be daunting.

In this six-week course, you’ll gain the confidence and methodologies to succeed as a Fractional Leader. You’ll also define your GTM strategy, learn to find and win early opportunities, explore best practices and practicalities, build your personal methodology, and set yourself up for ongoing success. 

Course details

Enrollment type: On demand
Open to: Executive and Associate Members

Enroll on demand


Sophie Carter, Instructor

Sophie Carter has over 20 years of commercial experience spanning both global tech brands and startups/scaleups, predominantly in B2B SaaS. 

For the last 10 years she has been working with startup founders, helping them scale their commercial teams and is a 5 time Fractional CRO.

Sophie works closely with ScaleWise to support clients who are looking for fractional or interim GTM leaders. 

Connect with Sophie


Tom Glason, Instructor

Tom Glason has spent over 20 years in B2B tech, a decade of which has been in senior revenue leadership roles within VC-backed SaaS scale-ups. His passion for developing himself and other revenue leaders led to him founding the London chapter of Pavilion in 2018, which became the second chapter after New York.

In 2020 he co-founded Scalewise, which exists to give B2B tech scale-ups unique and flexible access to world-class revenue leaders to help accelerate growth. And that could be anything from a few hours a month of Scale Coaching from an experienced revenue operator, through to providing a fractional or interim leader such as a world-class CMO, CRO or VP Sales for a few days a week. Tom is also the founder and chair of Pavilion London.

Connect with Tom

Course curriculum

This school is designed for reps training to prepare for management and sales managers with 0-3 years of leadership experience.

Session 1:
Hiring & Interviewing


By the end of this class, you will be able to:

  • Recruit and source the best talent for your team
  • Deliver a world-class interviewing experience
  • How to interview for a manager position


Session 2:
Effective 1:1s


By the end of this class, you will be able to:

  • Establish a framework for a strong relationship between you and your reps
  • Create a cadence to coach and develop your team
  • Deliver strong reviews which motivate and inspire performance
  • Help your reps set actionable, attainable goals

Session 3:
Intro to Recurring Revenue Metrics


By the end of this class, you will be able to:

  • Understand language and terms that any sales professional will hear with leaders in a recurring revenue company
  • Learn important context for how their objectives, quota, and compensation is determined
  • Better understand and contribute to discussions and decisions that impact their success in a sales leadership role

Session 4:
Sales Metrics for Recurring Revenue Companies


By the end of this class, you will be able to:

  • Understand foundational knowledge of the sales performance metrics and measurements senior leaders use to inform their decisions on strategy
  • Participants will be able to better understand the sales metrics that are being used to measure and manage their performance and their team’s performance

Session 5:
A Science-Based Skills Development System


By the end of this class, you will be able to:

  • Understand the neuroscience and basics of new skill development
  • Structure your team training and individual coaching in a way that maximizes skill acquisition

Session 6:
Building and Sustaining Culture


By the end of this class, you will be able to:

  • Understand the foundational pillars of building a top-performing culture
  • Maintain an engaged team through the inevitable ups and downs of sales leadership
  • Receive tactical tips and takeaways to build trust and respect with your team

Session 7:
Radical Candor and Tough Conversations


By the end of this class, you will be able to:

  • Deliver feedback that improves performance
  • Equip your team to deliver their own feedback effectively
  • Unlock the most important factor behind top-performing teams: Trust

Session 8:
Mindset and Motivation


By the end of this class, you will be able to:

  • Better understand limiting beliefs and imposter syndrome
  • Understand the values and attributes of a growth mindset
  • Acquire frameworks and tools for dealing with stress to help you as a leader and help you lead your team 

Course FAQ

This program is included in the cost of a Pavilion Membership. Not a member? Join now.

At this time, this program is open to Pavilion Members only. Join Pavilion to enroll for free.

Enroll on demand at any time.
Due to this course being on demand, you can participate in sessions at your own pace.

We ONLY offer Executives the opportunity to get certified in On Demand offerings, and we currently only offer certificates for these Executive-level offerings:

  • CRO School
  • CMO School
  • Enterprise GTM School

Join Pavilion to enroll in
How to Succeed as a Fractional Sales Leader

Develop your career alongside a powerful network of founders, CEOs, and sales, marketing, and customer success leaders.