Sales strategy and revenue targets
Set priorities, shape the go-to-market approach and define realistic goals that give the team a clear direction.
Australian SMEs / Senior sales leadership
Fractional Sales Director Australia
Growing businesses need experienced sales leadership, but not every business needs a full-time Sales Director. MySalesDivision provides hands-on fractional sales leadership for Australian SMEs — helping owners build a stronger sales team, a more reliable pipeline and a repeatable sales process.
Led by Lesley Craboledda · Founder, MySalesDivision · Serving Australian businesses
Service / Overview
Your sales function.
Led, not just advised.MSD / 001
Led, not just advised.MSD / 001
01 — STRATEGYClear priorities
02 — PIPELINEReal accountability
03 — PEOPLETeam leadership
04 — SYSTEMSBetter execution
Senior sales leadership
without a full-time hire
without a full-time hire
Sales strategyPipeline + forecastingCRM + systemsTeam coaching
01 / The definition
What is a Fractional Sales Director?
A Fractional Sales Director is an experienced senior sales leader who works with a business on a part-time or outsourced basis. They take responsibility for sales strategy, pipeline management, forecasting, sales processes, team coaching and performance, without the business needing to employ a full-time Sales Director.
It is ongoing leadership and implementation, not simply a strategy document or occasional advice. The right engagement depends on your team, goals and the support your business needs.
The MySalesDivision approach: We help lead the sales function — turning strategy into day-to-day direction, CRM discipline, coaching and measurable priorities. AI-enabled workflows can support that execution, but experienced human leadership remains central.
02 / Recognise the gapYour business has grown.
Your business has grown.
Your sales leadership hasn't caught up.
For many SMEs, the founder becomes the default sales manager long after that arrangement stops working.
01
You're still managing every sales decision
The owner is the escalation point for every lead, quote and deal.
02
Your BDMs need direction
Activity is happening, but coaching, priorities and accountability are inconsistent.
03
Your CRM isn't being used properly
Information is incomplete, opportunities go stale and follow-up gets missed.
04
Forecasting is mostly guesswork
You don't have enough confidence in the pipeline to plan what comes next.
05
Sales depend on individual effort
There is no consistent process the whole team can follow and improve.
06
A full-time director feels premature
You need experienced leadership now, but not necessarily a permanent executive hire.
You may not need another salesperson.
You may need someone to lead sales.Talk through your sales challenges
You may need someone to lead sales.Talk through your sales challenges
03 / The responsibilities
What does a Fractional Sales Director do?
Senior-level responsibility across sales strategy, people, processes and performance — with practical involvement rather than recommendations alone.
Pipeline management and forecasting
Run deal reviews, improve pipeline hygiene and create a more dependable view of future opportunities.
Sales process and CRM oversight
Put stages, handovers, follow-up standards and CRM structure in place so opportunities don't depend on memory.
Team leadership and coaching
Lead sales meetings, provide one-to-one coaching and hold BDMs and sales representatives accountable.
KPIs and performance management
Define meaningful measures, review what is working and address performance gaps early.
Prospecting and customer development
Refine messaging, sales scripts, prospecting activity, lead follow-up and opportunities to grow accounts.
Recruitment and sales team structure
Support hiring decisions, role clarity, onboarding and team structure where the engagement requires it.
AI-enabled sales execution
Use appropriate automation to reduce repetitive administration and support timely, consistent follow-up.
04 / How we work
Leadership that moves from plan to execution.
We start with what your business needs, then build a practical rhythm of improvement and accountability.
01 —
Assess
Understand the business, sales process, pipeline, people and immediate gaps.
02 —
Prioritise
Agree on the actions, targets, responsibilities and systems that matter most.
03 —
Lead
Bring structure to meetings, coaching, follow-up, CRM use and sales execution.
04 —
Improve
Review performance, resolve bottlenecks and keep refining the sales function.
A fractional engagement is tailored to the business; responsibilities and cadence are agreed together.
05 / Compare the options
Fractional Sales Director vs Full-Time Sales Director
There is no single right model for every business. The practical difference is how much leadership, implementation and ongoing accountability you need.
| What you're comparing | Fractional Sales Director | Full-Time Sales Director | Sales Consultant | Sales Coach |
|---|---|---|---|---|
| Leadership responsibility | Ongoing, agreed scope | Ongoing, in-house | Usually advisory or project based | Usually development focused |
| Hands-on implementation | Typically included | Part of the role | Depends on project | Usually limited |
| Team management | Can manage existing team | Direct management | Not always included | Coaches individuals or teams |
| Pipeline accountability | Can own sales rhythm and reviews | Direct accountability | Often recommendations | Supports better behaviours |
| CRM oversight | Can structure and oversee use | Oversees in-house | May audit or implement | May coach on adoption |
| Forecasting | Ongoing review where agreed | Ongoing responsibility | May design the model | Generally not central |
| Cost model | Part-time service fee | Full-time salary and employment costs | Project or advisory fee | Session or programme fee |
| Commitment | Agreed fractional engagement | Permanent employment role | Defined project or retainer | Coaching programme |
| Strategic input | Ongoing senior-level input | Ongoing senior-level input | Expert recommendations | Development and guidance |
| Day-to-day involvement | Scheduled, regular involvement | Embedded full time | Milestone or project based | Scheduled coaching sessions |
Typical role differences are shown for general guidance. Exact responsibilities, costs and working arrangements vary by provider and engagement.
06 / Who it's for
Built for Australian SMEs.
Fractional sales leadership is often a fit when a business is too complex for founder-led sales, but not yet ready for a full-time executive.
A / THE FOUNDER
Founder-led businesses
Owners who want to step back from managing every lead, deal and salesperson.
B / THE TEAM
Growing sales teams
Businesses with salespeople or BDMs who need stronger direction, reviews and coaching.
C / THE SYSTEM
SMEs scaling up
Teams needing a repeatable sales process, better CRM use and more dependable forecasting.
Lesley Craboledda / Founder07 / The person behind the leadership
Meet Lesley Craboledda.
MySalesDivision is led by Lesley Craboledda, an Australian sales leader with more than 20 years of experience in sales leadership and building stronger sales operations.
Lesley works with business owners on sales strategy, process improvement, pipeline discipline and team performance. The focus is practical: make sales leadership accessible to growing businesses without needing another full-time executive.
- Senior sales leadership
- Sales strategy and planning
- Team coaching and accountability
- CRM and pipeline structure
08 / Common questions
Good questions. Clear answers.
A practical starting point for deciding whether fractional sales leadership makes sense for your business.
How much does a Fractional Sales Director cost in Australia?
Fees depend on the scope of responsibility, level of involvement and length of engagement. A fractional arrangement is generally structured as a part-time service rather than a full-time executive salary. MySalesDivision can discuss suitable options after understanding your business.
Is a Fractional Sales Director suitable for a small business?
Yes, especially when an owner is still managing sales or a small team needs stronger direction. It is most useful when there is enough sales activity to benefit from ongoing leadership, process and accountability.
Can a Fractional Sales Director manage my existing salespeople?
Yes. Depending on the agreed scope, they can lead sales meetings, coach team members, review opportunities, set expectations and help improve performance.
Can they help with recruitment?
Recruitment support can be part of a fractional sales leadership engagement, including defining roles, reviewing team structure and helping assess candidates.
Can a Fractional Sales Director improve our CRM and forecasting?
Yes. CRM structure, pipeline discipline, reporting and forecasting are common responsibilities. The goal is to create reliable information the business can use to make decisions.
What's the difference between a Fractional Sales Director and a sales consultant?
A consultant commonly diagnoses issues and recommends changes. A Fractional Sales Director can also take ongoing responsibility for leading the sales function and putting those changes into practice.
How many days per month does a Fractional Sales Director work?
It varies. Some businesses need a light but regular leadership cadence; others need more hands-on involvement. The working arrangement should be agreed around the responsibilities and needs of the business.
When might a full-time Sales Director be a better choice?
A full-time director may be preferable when the business needs daily executive presence, has a large or complex sales organisation, or requires constant on-site leadership. A fractional model is better suited to businesses that need senior leadership without that full-time requirement.
The next step / Let's talk sales
You don't need to figure out sales leadership alone.
Tell us where your sales process, team or pipeline is getting stuck. We'll discuss whether fractional sales leadership is the right next step for your business.