Ep 41: Fractional Experts - Sales Success in 2026 with Guest, Andrew Devlin
This Week's Episode:
This episode explores the rise of fractional leadership, its benefits, challenges, and how organizations can leverage this model for growth. Featuring insights from Andrew Devlin, a seasoned fractional leader, the discussion covers strategic implementation, infrastructure, and the future of fractional roles.
About our Guest - Andrew Dev:
Andrew Devlin spent 25 years building some of the highest-performing sales organizations in North American technology — leading teams at Cisco, Splunk, Cloudflare, and TELUS that generated over $2 billion in revenue and developed more than 100 sales professionals to President's Club. Recognized as Cisco's Sales Leader of the Year and ranked in the top 1% of global sales leaders, Andrew has a track record of building the kind of sales infrastructure that doesn't just hit quota — it outlasts the people who built it.
Today, as President of ScaleTech CRO and a Sales Xceleration Certified Advisor (President's Circle), Andrew works as a Fractional VP of Sales for B2B companies between $10M and $100M — helping founders and CEOs transition from instinct-driven selling to scalable, repeatable revenue. His current clients span Canada, the US, and Australia, with one achieving 192% of quota following a sales infrastructure overhaul. He also teaches B2B Sales at Okanagan College in Kelowna, BC.
Andrew's core belief: companies don't fail to scale because they lack salespeople — they fail because they never built the foundation those salespeople need to succeed.
Where to Learn More About Andrew:
You can find Andrew's profile on LinkedIn: Andrew Devlin on LinkedIn [https://www.linkedin.com/in/andrew-devlin-a727721/]
Andrew's Website: andrewdevlin.co [https://andrewdevlin.co/]
Chapters
00:00 Introduction to Software Sales Simplified
02:08 Understanding Fractional Leadership
03:53 Andrew Devlin's Journey and Insights
07:50 The Rise of Fractional Leadership
11:38 The Value of Fractional Executives
15:16 Implementing Fractional Leadership Effectively
18:59 Recognizing the Need for Fractional Leadership
22:50 Common Traps for Founders in Scaling
23:51 Building Infrastructure for Success
27:38 Understanding Customer Profiles and Market Dynamics
29:52 The Role of Fractional Leadership
34:35 Navigating Change and Trust in Organizations
43:22 Clarity and Scaling in Business
49:32 See You Next Episode
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