Why a Hybrid Approach to Hiring a CRO/CSO is the Smartest Move for Growth

For many growing companies, hiring a Chief Revenue Officer (CRO) or Chief Sales Officer (CSO) is a major decision. The challenge? The ideal candidate needs to be both a strategic leader and a tactical executor. But finding one person who excels at both is difficult—and expensive.

Instead of searching for a unicorn, the best approach may be a hybrid model: hiring a full-time, tactical CRO/CSO while partnering with a Fractional CRO consulting company to provide strategic guidance. This combination ensures your company gets hands-on revenue growth execution while also benefiting from high-level sales leadership—without breaking the bank.

Why This Approach Works

Most early-stage and scaling businesses (especially those with 4–40 employees) need a CRO/CSO who is deeply involved in the day-to-day work—closing deals, managing pipelines, and coaching sales reps. However, many companies also need high-level sales strategy, forecasting, revenue planning, along with sales structure design and implementation and guidance on such topics as compensation planning. Many of these areas are often beyond the skill set of a tactical sales leader. If not beyond the skill set, these strategic level activities become a major distraction from the critical work required of the tactical sales leader. 

By bringing in a Fractional CRO alongside a tactical CRO, your company benefits in several key ways:

1. A More Focused Hiring Process
   Instead of searching for a single executive who can do it all, you can focus on hiring a hands-on sales leader who thrives in execution, while relying on a Fractional CRO for the strategic aspects. 
2. Immediate Revenue Impact
   The tactical CRO/CSO works deals, builds the pipeline, and drives revenue, while the Fractional CRO refines the sales process, structure, optimizes pricing strategies, and ensures long-term scalability.
3. Cost-Effective Sales Leadership
   Hiring a single, full-time CRO with both strategic and tactical expertise often requires a high salary and equity compensation. The hybrid model allows you to pay for exactly what you need—keeping costs manageable while maximizing revenue growth.
4. Better Sales Execution and Coaching
   A Fractional CRO can act as a mentor and advisor, coaching the tactical CRO/CSO and ensuring they execute the right strategies effectively.
5. Investor and Board Confidence
   With both a strategic and tactical approach in place, investors and board members gain confidence that the company is structured for sustainable growth and revenue success.

Who Should Consider This Approach?

This model is ideal for:
✅ Tech startups, SaaS companies, B2B services, manufacturing, healthcare, and professional services firms looking to scale revenue but not yet ready for a full-time, high-salary CRO/CSO.
✅ Founders, CEOs, and business owners struggling with inconsistent sales performance, a lack of structured sales strategy, or board pressure to increase revenue.
✅ Angel investors and venture capitalists backing startups that need effective sales leadership to scale without taking on excessive cost or risk.
✅ Business consultants and growth advisors looking to recommend cost-effective, scalable sales leadership solutions to their clients.

Final Thoughts

If your company needs to scale revenue but finding a CRO who can balance both strategic vision and hands-on sales execution seems impossible, consider a hybrid approach. Hire a tactical sales leader and augment them with a Fractional CRO consulting partner. This way, you get the best of both worlds—strategic oversight and hands-on execution—without overextending your budget.

Interested in learning how a Fractional CRO can help? Let’s connect! 

Treeline Inc. is the nation’s leading sales recruiting firm, helping businesses build high-performance sales teams for over 24 years. In addition to sales recruiting, Treeline’s Fractional CRO consulting services provide companies with experienced sales leadership, customized growth strategies, and scalable revenue solutions.  

For more about Treeline fractional CRO services, please visit https://www.treelineinc.com/sales-recruiting/fractional-cro-service