In the world of SaaS, there are various tasks that fractional leaders take care of. These tasks include providing advice on entering the market, helping with recruitment, conducting interviews with potential candidates, managing marketing initiatives, creating board slides, overseeing revenue operations, and analyzing data. It's important to note that activities like "selling" and "coaching" are not mentioned in this list.
Many founders and senior executives often find themselves focusing on activities that are not directly related to generating bookings. Even after outsourcing sales leadership, they may continue on this path. However, in today's economic environment, it's crucial for companies to stay focused on their main goal—bookings performance. This should be the top priority, taking precedence over other distractions like marketing initiatives and data analysis.
To succeed in this competitive landscape, it's essential to upskill the sales team and actively engage in the sales process. Deal support and on-demand sales management are what the industry needs. Instead of getting caught up in thought leadership, advice, and catchphrases, it's time to prioritize hands-on involvement and skill enhancement for sales success.