A Fractional Sales Director for B2B companies in India.
I work as your VP of Sales, Head of Sales or Sales Director, without being on your payroll, taking full or partial responsibility as needed. I find and fix the hidden problems most sales operations carry: funnel leakage, presales that never converts, and a field sales team no one can see clearly, then hand a stronger operation to a leader of your own.
Running a startup founder-led sales team instead? See B2B Startup Sales Consulting.
- ₹5L to ₹23L a monthIn nine months, at Growel Softech, an IT services and recruitment company
- +45% revenue, margin 2.3% to 3%PartsCity, an automobile aftermarket e-commerce trading business
- 30+ years in sales leadershipField sales, regional leadership and national teams
Results are from specific engagements and are not guarantees.
Revenue is coming in, but sales still leaks in places no one can see.
This engagement fits when most of these sound familiar:
- Leads go in the top of the funnel, and far fewer deals come out the bottom, without anyone able to say exactly where they were lost.
- Marketing-qualified leads sit for days before sales even looks at them, and the handover from presales to sales is informal or missing.
- Your field sales team is hard to track: how long a deal really takes, how fast someone follows up, and who is quietly outperforming everyone else.
- Targets, incentives and performance reviews exist, but do not reliably change behaviour.
Plus GST. Six-month minimum, with a 30-day exit clause after the first 90 days. The exact figure depends on team size, sales complexity and travel. Scope can be full responsibility for sales, or partial, focused on the areas below.
- Funnel and presales diagnosis
- Field sales tracking and performance management
- Incentive design and growth-leader identification
- Strategic input to the CEO and leadership team
Fractional Sales Director or a full-time VP of Sales?
Compare the two on cost, speed, commitment and who shows up.
| Feature | Full-time VP Sales | Fractional Sales Director |
|---|---|---|
| Cost | ₹18-25 lakh a year, plus equity | From ₹1,50,000 a month |
| Time to start | 3 to 6 months of hiring | About 2 weeks |
| Equity required | 0.25-1% ESOP | None |
| Scope | Whatever one hire can cover | Full or partial, matched to what is actually broken |
| Who delivers | One employee, quality varies | Jayant Kelkar directly |
| Minimum commitment | 12+ months | 6 months, with a 30-day exit clause after the first 90 days |
If the work shows you need a full-time leader, I help you define the role and hire well.
Where I actually work.
Not generic "leadership and strategy". Specific, operational fixes across the whole sales funnel.
Funnel leakage
Find exactly where deals are lost between a lead coming in and a deal closing, and fix the step, not just the symptom.
Presales optimisation
Lead generation, qualification and presentation, and a clean MQL-to-SQL journey with a proper, defined handover from presales to the sales team.
Field sales management
Track what the field team actually does: activity, sales cycle duration and turnaround time (TAT), so performance is visible, not assumed.
Target setting and performance
Realistic targets tied to the funnel, ongoing performance management, and identifying your growth leaders early.
Incentive planning
Incentive structures that reward the behaviour you actually want, not just the number closed.
CEO and leadership input
Regular strategic input to you and the leadership team, plus feedback to marketing on lead quality and messaging.
How the engagement runs.
Days 1 to 30
Diagnose the funnel end to end: where leads are lost, how presales hands off to sales, and how the field team really spends its time.
Days 31 to 60
Fix the highest-leakage points: qualification, MQL-to-SQL handover, tracking, targets and incentives.
Days 61 to 90
Run the new rhythm live, coach the team and managers on it, and report results and next priorities to the CEO.
How the engagement works.
Term
Six-month minimum, with a 30-day exit clause after the first 90 days. Typical engagements run six to twelve months.
What I need from you
Access to pipeline and CRM data, time for a weekly review and real decision access.
Who I work with
The CEO or founder, your sales and marketing heads, and your field sales managers.
How it ends
I first own the rhythm, then fix people and process, then hand over to an internal leader.
This is not for everyone. It is not a substitute for product-market fit, a short-term lead generation campaign or a title without decision access. It works when leadership will share data, change behaviour and make disciplined choices.
What SME leaders say.
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.
During his tenure, he played a pivotal role in setting up and scaling our sales presence across key Western markets. His hands-on involvement in hiring, onboarding, and mentoring the sales team, as well as his strategic input on go-to-market plans, directly contributed to an improvement in the quality of customer acquisition and a significant uptick in revenue from the region.
Questions about the engagement
They are close. A fractional CSO usually sits at the top of sales and often covers marketing alignment. A fractional sales director is the hands-on leader of the sales function. I take whichever mandate your company needs, full or partial responsibility, and we agree it in writing at the start.
Both are possible. Many clients want me to run the function directly: own targets, coach the team, fix the funnel and report to the CEO. Others want partial responsibility on one area, for example presales-to-sales handover or field team performance. We agree the scope up front.
We agree a fixed weekly rhythm in the first conversation: a leadership review, a pipeline review, coaching and live-deal support. The time depends on your team size and how much needs to change.
Start with the free 30-minute review call or the Sales Operations & AI Readiness Audit, a low-commitment first step that tells us both whether this is the right fit before you commit to a full engagement.
Is a Fractional Sales Director Right for You?
Senior sales leadership without the risk and overhead of a full-time hire. This check is for CEOs and directors who suspect something is wrong with their sales leadership, and want evidence before they act. Answer 5 honest questions to see if it fits.
Where should we send your result?
Enter your details to see your personalised score, verdict and recommendation, and we will email you a copy to revisit later.
Need leadership, or only a diagnosis first?
Begin with the free call. If the picture is still unclear, the Sales Operations & AI Readiness Audit gives you evidence in two to three weeks, at low cost and no commitment.