You Didn’t Hire the Wrong Rep. | You Designed the Wrong Sales Role

Michelle Terpstra

Published on: 05/03/2026

Struggling with unpredictable sales results? Wondering why your sales team isn’t hitting targets despite hiring effort? The root cause often isn’t talent, it’s role design. In this post, you'll learn how to craft a sales role tailored to your business stage, focusing on the hybrid account executive that can generate leads, book calls, and close deals. Plus, practical strategies to structure compensation and set your team up for success. Drawing from industry insights and real-world examples, this guide helps founders avoid common pitfalls, understand role requirements, and create scalable, repeatable sales systems. Whether you’re just starting to hire or scaling fast, these tips will empower you to align your sales roles with your company's growth stage and revenue goals. Let’s dive into how to design sales roles that truly drive predictable revenue and unlock your business’s growth potential.

Sales Strategies

Stuck as a Consultant? | How to Step Into a Fractional CRO Role

Michelle Terpstra

Published on: 25/02/2026

In today's rapidly evolving business landscape, CEOs are increasingly turning to fractional Chief Revenue Officers (CROs) to drive strategic growth without the overhead of a full-time executive. This episode delves into the transformative journey from consultant to fractional CRO, offering CEOs a blueprint for leveraging this role to optimize their entire revenue system. Discover how fractional CROs integrate sales, marketing, and customer success to create a cohesive revenue engine, and learn why this model is becoming indispensable for companies aiming to scale efficiently. With insights on building thought leadership, productizing expertise, and proving impact through tangible results, this episode is a must-listen for CEOs seeking innovative solutions to leadership gaps and revenue challenges.

Fractional CRO