A Fractional Chief Sales Officer is a senior sales leader who takes ownership of your sales strategy, team and revenue targets — on a part-time retainer rather than a full-time salary. You get the same strategic leadership and accountability, without the full-time overhead.
Most growing companies hit a point where the founder can no longer drive every deal — but can’t yet justify a ₹40–60L annual hire. A Fractional CSO fills exactly that gap: senior thinking, hands-on execution, monthly commitment.
“The question isn’t whether you need a Chief Sales Officer. It’s whether you need one full-time — or whether you need the right one, part-time.”
You've raised capital and have a product that works. But sales is still founder-led and you don't have the bandwidth to build a proper sales function while also running the business.
You have salespeople but no dedicated sales leader. Pipeline is inconsistent, targets are missed, and you're not sure if the team is working the right opportunities with the right approach.
You're still the best salesperson in your company — but that's a problem. Every hour you spend on deals is an hour you can't spend on product, team, or strategy. It's time to hand the function over.
Your investors or board are asking for predictable revenue metrics, pipeline visibility, and a sales plan — but you don't have a CSO to own that narrative. A Fractional CSO bridges that gap immediately.
A written plan covering target segments, revenue targets, team structure, and the first 90 days of execution. Not a strategy deck — an actionable operating document.
Design of the 5–7 stage pipeline, CRM recommendation (HubSpot / Zoho / Pipedrive), and basic configuration so your team has a system that reflects how you actually sell.
Structured weekly review of pipeline, live deals, and individual performance. Each rep gets direct coaching on specific opportunities — not generic advice.
Scripts, objection-handling guides, email templates, discovery frameworks, proposal structure — the operating manual for your sales team that works without you in the room.
When you're ready to grow the team: a complete job description, interview scorecard, and 30-day onboarding checklist so you hire the right person — and they ramp faster.
Monthly targets, leading indicators, and a simple dashboard your leadership team can review in 10 minutes. No data science degree required to know if sales is on track.
Monthly strategy sessions with founders and board to ensure the sales plan reflects current business priorities — and that investors have a credible revenue narrative.
You work directly with Jayant Kelkar — not a junior consultant or project manager. Every call, every review, every strategy session is with the person who has 30 years in the field.
Month 1
Deep dive into current sales function — pipeline, team, messaging, ICP and process. Sales audit delivered in writing. 90-day roadmap built and agreed. CRM framework designed.
Deliverables: Sales Audit Report · 90-Day Roadmap · Pipeline ArchitectureMonth 2–3
Weekly team reviews begin. Playbook and outreach templates built. Live deal coaching on active pipeline. KPI framework and dashboard live. First hires briefed if applicable.
Deliverables: Sales Playbook · KPI Dashboard · Weekly Review CadenceMonth 4–6
Process is embedded and running. Pipeline is building predictably. Team is performing to defined metrics. Board / investor reporting narrative in place. Hiring brief in use.
Deliverables: Hiring Brief · Board Revenue Report · Stable PipelineMonth 6–12
Engagement continues month-to-month based on business needs. Transition to full-time CSO hire planned and supported — including the handover process — when the time is right.
Deliverables: Succession Plan · Leadership Handover · Final Playbook Review₹1,45,000 / month
See how a Sales Fundas Fractional CSO engagement compares to the alternatives most companies consider.
| Consideration | Full-Time CSO Hire | Generic Consulting Firm | Sales Fundas Fractional CSO |
|---|---|---|---|
| Monthly Cost | ₹3,50,000 – ₹6,00,000+ | ₹2,00,000 – ₹5,00,000 | ₹1,45,000 – ₹2,50,000 |
| Time to Start | 3–6 months (hiring cycle) | 2–4 weeks (onboarding) | ✓ 2 weeks |
| Equity Required | Often 0.25–1% | None | ✓ None |
| Hands-On Execution | ✓ Yes | ✗ Strategy only | ✓ Yes — weekly, direct |
| Who Delivers | Direct employee | Junior consultants + senior oversight | ✓ Jayant Kelkar, directly |
| Minimum Commitment | 12+ months (notice period) | 3–6 months (project) | ✓ 3 months |
| Industry Experience | Depends on hire | Varies by firm | ✓ 30 years, cross-industry B2B |
This service is not for everyone. We work best with specific B2B companies at a critical inflection point.
“We had the privilege of engaging Mr. Jayant Kelkar as our Fractional Chief Sales Officer from August 2023 to April 2024, during a critical phase for Growel Softech. As a two-decade-old manpower recruitment company, we were facing challenges in regaining growth momentum in the post-COVID market. We were in urgent need of strategic and transformative sales leadership, and Jayant delivered precisely that. Under his guidance, our sales operations underwent a complete transformation.
Jayant not only restructured and optimised our existing sales processes but also played a pivotal role in hiring and mentoring a high-performing sales team. His leadership directly contributed to a nearly fivefold increase in our monthly revenue, from ₹5 lakh to ₹23 lakh within just nine months.
Jayant also led our expansion into key markets, including Bengaluru and Mumbai, enabling us to acquire large corporate clients and significantly improve the quality and scale of our customer base. His deep understanding of sales strategy, coupled with hands-on execution, brought about a tangible business impact in a remarkably short period.
We are truly grateful for the value he brought to Growel Softech. I highly recommend Jayant Kelkar to any organisation seeking to accelerate sales performance and build a results-driven sales culture.”
Mr Rohit More Director, Growel Softech
A sales consultant typically delivers advice, frameworks, and recommendations — then leaves. A Fractional CSO takes ownership. They attend your team meetings, coach your reps on live deals, own the revenue number, and are accountable to monthly milestones. The key difference is execution, not just strategy.
Typically 8–12 hours per week depending on scope, which includes weekly team reviews, deal coaching sessions, strategy work, and board / leadership alignment. The exact structure is agreed in the engagement plan at the start. This is not a 2-hour monthly advisory call.
Yes — especially if your VP Sales is strong on execution but needs strategic support or board-level revenue accountability. A Fractional CSO in this context typically acts as a senior advisor to the VP Sales and as the revenue voice to the board, rather than managing the team directly.
That is an explicit goal of every engagement. By the end, your team will have a playbook, pipeline, CRM, KPI framework and trained reps who can operate the system. Planned handover to a full-time CSO hire is supported — including the hiring brief, onboarding plan, and transition process.
B2B SaaS, FinTech, EdTech, Manufacturing, IT Services, Pharma, Real Estate, Professional Services, and BFSI — across nearly 30 years. The Sales Fundas methodology is designed for B2B sales specifically and applies across industries wherever there is a considered purchase with multiple decision-makers.
Book a free 30-minute Sales Audit Call. It’s a structured diagnostic of your current sales function — no obligation, no sales pitch. You’ll receive a short written feedback note within 48 hours. If there’s a fit, we discuss an engagement. If there isn’t, you still leave with useful insights.
Book a free 30-minute Sales Audit Call with Jayant Kelkar. We assess your pipeline, team structure, and sales process gaps — then send you a 2–3 page written feedback note within 48 hours. Whether or not you proceed with an engagement, you’ll leave with something useful.
