You close 40% of proposals. Your salespeople close 12%.
You do not know what they do wrong. And you have no time to work on it with them.
Fractional CSO for
B2B companies
For companies where sales depends on the owner and one star salesperson. We build a team that can close without you.
We have worked with
The pain
You close 40% of proposals. Your salespeople close 12%. That is the growth ceiling.
B2B companies in the 50-500M CZK revenue range typically hit a sales ceiling that hiring more salespeople cannot break through. The reason: new salespeople have no process to match the owner or a senior salesperson. Without senior sales leadership the company stagnates.
You have a CRM, but nobody uses it properly.
The forecast is guesswork. The pipeline is a spreadsheet in Excel that the owner keeps.
The sales cycle gets longer and deal size drops.
Two years ago deals closed in 2 months at 800k. Now in 5 months at 500k.
Hiring a full-time CSO is out of budget.
But a junior sales manager cannot carry it.
The solution
A senior sales director who builds sales as a system.
A Fractional CSO for B2B companies means a senior partner who takes ownership of the sales team and process. Goal: sales that works without the owner and generates a predictable pipeline.
A standardized sales process
Discovery framework, qualification criteria, objection handling, follow-up cadence. A document anyone can run a deal from.
Developing and leading the sales team
Weekly 1:1 with each salesperson, work on live deals, role-play. Goal: the team reaches 70% of your conversion rate.
CRM discipline and forecasting
A CRM that is actually used. A monthly forecast with 80% accuracy. Pipeline as a management tool.
If you are looking for a cold calling agency - a fractional CSO is not for you. Find a BDR agency.
How it works
What the first engagement looks like
Phase 0
We go for lunch (or online)
We talk through where you are, where you want to go and whether fractional CSO makes sense for you. If not, we tell you.
Phase 1
Workshop at your place
4 hours at the company. We define where it grinds, what the priority is, and build a plan for 3-6 months.
Phase 2
Implementation
If we shake on it, we go into action. Regular meetings, aligned expectations, clear reporting.
Phase 3
Reporting
We hide nothing. Clear reporting on the goals we agreed on - as automated as possible, as clear as possible. Every week you see concrete steps.
Phase 4
Partnership
After the project ends we can extend the engagement either in a similar spirit, or within the Partnership program, which is long-term strategic advisory.
After Implementation the engagement typically continues as Partnership for CEOs and founders. Meanwhile we develop the people on your team through 1:1 mentoring.
References
What clients say
"We have been working with Honza and Richard for several months now. Marketing and sales finally understand each other, something we could not pull off for years. I recommend them both without hesitation."
"Thanks to Richard we built an entire sales team from scratch, and he helped us scale the company abroad with the right go-to-market strategy. I really value that."
"We were looking for someone to help us get our marketing in order. With Honza it works mainly because he keeps the team on track, so I can finally focus on developing our platform."
Savings calculator
What a full-time CSO costs versus Fractional CSO
Calculate the real cost including levies, bonuses and benefits. Fractional model from 38 000 CZK per month.
Fractional CSOSales director
Senior CSO in Czechia - average from salary surveys (jenprace.cz, prumerneplaty.cz).
Annual saving
1 859 520 Kč
−80 %vs. full-time CSO
Monthly saving154 960 Kč
- Gross salary120 000 Kč
- Employer contributions (33.8 %)+40 560 Kč
- Bonuses / 13th salary (15 %)+18 000 Kč
- Benefits (12 %)+14 400 Kč
- Full-time CSO per month192 960 Kč
- Fractional CSO per monthfrom 38 000 Kč
This is an indicative estimate. Salary figures are based on salary surveys by Hays, Salary Expert, platy.cz, jenprace.cz and prumerneplaty.cz (2025). Contributions reflect employer rates valid in Czechia (social 24.8 % + health 9 %).
FAQ
What clients ask most often
Will the fractional CSO personally call our customers?
No. A fractional CSO leads the sales team and coaches the salespeople. If you need "a salesperson to make calls", hire a salesperson.
What if our salespeople resist the change?
A standard reaction. The first 30 days the fractional CSO spends building rapport and respect. If after 90 days someone actively sabotages the system, we address it with you (typically a replacement).
Will you help us hire salespeople?
Yes. JD, screening, interview rounds, an onboarding plan. Goal: a new salesperson reaches full performance within 6 months.
Do you work with a specific sector?
Specialization: B2B services, IT and technology companies, manufacturing with B2B sales, professional services. Not: e-commerce, B2C, FMCG.
What if we only want an audit, not a long-term engagement?
Possible. A sales audit + a 90-day plan is a standalone project. If you then want to continue, the audit is deducted from the first phase.
Related services
You might be interested in
Find out whether fractional CSO makes sense for you
Let us have lunch together. We find out where you are, where you want to go and whether we can help. If not, we recommend someone who can.