Fractional Sales Director, B2B Service Businesses
You built a team to take sales off your plate. Instead, you're still closing deals, covering for a sales manager who reports activity rather than results, and starting every month from zero. That's not a team problem. It's a leadership and structure problem. It's fixable.
The Problem
How much of your pipeline actually moves when you're not in the room?
You have a sales team. But the pipeline only moves when you're involved. Deals stall without your input, the team defers to you on decisions they should own, and stepping back feels impossible because the revenue depends on you staying in. These are the three signs it's happening.
You hired a team to run sales. But deals slow down when you're not in the loop, your input gets pulled in at every stage, and the bigger the opportunity, the more certain it is that you'll end up involved. The team isn't failing. They just haven't learned to operate without you.
Activity is high. Calls are being made. The pipeline looks full. But effort is pouring into deals that were never going to land, while the ones that could have been significant get starved of attention. That's an efficiency problem, not an effort problem. And underneath it is a question you haven't been able to answer cleanly yet: is this a skill gap, or a will gap? The fix is different depending on which one it is.
Hit target one month, then scramble the next. No forward pipeline. No predictability. You can't plan, can't hire, can't step back. The revenue only exists when you're driving it.
Every month you reset to zero. It doesn't have to work this way.
How It Works
Every client starts with a Sales Clarity Intensive. No retainer before you've seen the work. No 90-day onboarding before anything changes. The path is deliberate. The impact is immediate.
If you don't leave with a clear picture of what's broken and a prioritised plan to fix it, you don't pay. No questions asked.
Every engagement starts here. One full day inside your business: live pipeline review, process mapping, salesperson interviews, metrics audit. You leave with a ranked list of what's broken, what it's costing you, and exactly what to fix first. Most founders know what the real problem is within the first hour.
Book your free strategy callFor founders who want the findings from the Intensive implemented properly. Ongoing embedded support: pipeline reviews, sales manager accountability, process implementation, performance conversations. The £1,500 from the Intensive is credited against month one.
Investment scoped to your situation — we'll cover it on the call.
Typical time from first engagement to tangible, measurable change inside the business
Sales experience across SaaS, IT, MSP, and B2B service businesses. Not theory. Lived practice.
Conversion rate improvement achieved with one client after defining and implementing a proper sales process
The Return
"The impact was immediate. In just eight weeks he sharpened our sales strategy and drove tangible results."
— Chris Martin, MD, Origin Finance
One metric identified. One gap closed. Revenue moved in the first month.
In a recent engagement, the gap between the weakest performer's conversion rate and the team's top performer was the single biggest revenue leak in the business. Nobody had measured it. Nobody had named it. It had been running for months.
Closing that gap (not hiring someone new, not rebuilding the team) produced a material monthly revenue uplift. The Intensive identified it on day one. The retainer fixed it.
A full-time Sales Director costs £80,000 to £120,000 a year before NI, pension, or the 3 to 6 months it takes to get them effective. The Intensive costs £1,500 and tells you exactly what's broken before you commit to anything else.
Based on a real client engagement. Individual results depend on team size, deal values, and the specific gaps identified.
What Clients Say
"In just eight weeks, Nathan sharpened our sales strategy and drove tangible results. He combines big-picture thinking with practical, actionable steps. Frankly, he's made himself a critical part of our team's growth. I can't recommend him highly enough."
"Nathan helped me define and implement a proper sales process and doubled my conversion rate. He also reshaped the fundamentals of how I sell, moving me away from one-off projects toward recurring revenue and predictable income, rather than constantly starting from zero each month."
"You don't feel left in the dark with Nathan. He keeps you accountable, shows up with genuine passion, and a desire to help you succeed. For him a win isn't about the money. It's about the results he gets for his clients."
Nathan Nicholson
Twenty years in sales. SaaS, IT, MSP, professional services. Not reading from theory. Working inside the kind of businesses you run, fixing the kind of problems you have.
Most fractional consultants hand you a framework and leave. That's not how this works. You get someone who sits in the pipeline review, has the difficult conversation with your sales manager you've been avoiding, and stays until the problem is solved. Not until the deck is delivered.
The work is commercial and operational. Skill gaps identified. Process built. Accountability installed. The goal is a sales team that performs consistently without you carrying it.
Ready to talk?
A direct conversation about what's happening in your sales team and what it would take to fix it. No pitch. No proposal. If it's not the right fit, I'll tell you that too.
Book your free strategy callNo commitment required. If it's not the right fit, I'll tell you.