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Are you still personally closing the majority of your deals?
If more than 60% of closed revenue requires your direct involvement, the founder dependency is real.
Do you have at least one salesperson (or a confirmed hire) who needs managing?
A fractional CRO manages and builds a team. Without a team to lead, the role is premature.
Is your ARR above £500k, or are you clearly on track to hit it this year?
Below ~£500k ARR, commercial problems are usually founder-execution problems, not leadership problems.
Have you identified commercial leadership — not just headcount — as the bottleneck to your next stage?
More reps without better leadership rarely solves the problem. Have you diagnosed this correctly?
Can you commit to a 3–6 month engagement without needing to see full ROI in the first 4 weeks?
Building the commercial infrastructure takes time. If you need immediate pipeline impact, fractional is the wrong solution.
Do you have a CRM in use — even if it's messy and only partly adopted?
Not perfect, just present. A CRO needs somewhere to start. Building from truly zero takes longer and costs more.
Are you open to someone else taking commercial ownership — not just advising you?
Fractional means embedded. This person will make decisions, not just recommendations. Founders who struggle to delegate commercially are rarely satisfied with fractional engagements.
Have you experienced the frustration of hiring salespeople who haven't performed?
Not a requirement — but a common signal. If you've hired reps who didn't work out, the missing variable is usually commercial leadership, not the reps themselves.
Answer all 8 questions to see your result
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