Common situation
Leadership vacancy
A senior sales leader has departed or the company is searching for a permanent executive. Lisa can provide experienced interim coverage and steady the team through the transition.
Story & Stone Advisory
Senior Sales Leadership. When You Need It Most.
Fractional and interim senior sales executive leadership for founder-led, PE-backed, and growth-stage service businesses navigating growth, transition, leadership gaps, acquisition integration, or sales underperformance.
Brief / 01
For leaders who need a clear read on what comes next.
A senior point of view, close to the work, at the pace the moment requires.
Led by Lisa McCollough
Hands-on executive leadership, close to the team.
20+ years in senior sales leadership, including senior executive roles and leadership of multi-market sales teams.
01/ Who we help
For leaders facing four defining moments.
Engagements may begin with a CEO, president, founder, or business owner, or with a CSO, CCO, CHRO, or private equity operating partner. The right point of contact depends on the company and the work ahead.
Common situation
Founder-led sales
The founder is still directly managing the sales team. Add executive leadership, clear accountability, and a steadier operating cadence.
Common situation
Acquisition integration
New sales teams, accounts, and expectations need to come together under one practical leadership rhythm.
Common situation
Sales underperformance
Growth has stalled, pipeline or forecasts are hard to trust, or conversion and accountability need attention.
02/ Services
The right level of leadership for the moment.
01
Fractional Sales Leadership
Ongoing senior sales leadership for companies that need executive-level guidance and management without immediately hiring a full-time senior executive.
May include team leadership, pipeline management, forecasting, CRM discipline, strategic accounts, recruiting, coaching, performance management, PIP support, territory and compensation review, and sales operating cadence.
02
Interim Sales Leadership
Short-term executive leadership during a vacancy, transition, acquisition, restructuring, or search for a permanent senior sales executive.
May include full sales-team leadership, pipeline ownership, forecasting, executive reporting, recruiting, team assessment, PIP and performance support, strategic account leadership, and transition support for the permanent senior sales executive.
03
Sales Performance Diagnostic
A focused assessment of the sales organization, pipeline, CRM, forecasting, talent, strategic accounts, KPIs, compensation, and sales process.
Executive findings and a prioritized 30/60/90-day action plan.
Optional / as needed
Industry & Association Representation
Optional representation for trade shows, conventions, association events, customer meetings, prospect meetings, and strategic account engagement. Event attendance is separately scoped unless explicitly included in an engagement.
- Trade shows
- Conventions
- Association events
- Customer meetings
- Prospect meetings
- Strategic account engagement
- Pre-event planning
- Account targeting
- Meeting scheduling
- Post-event follow-up strategy
03/ Industries we serve
Deep experience in service businesses that keep things moving.
Restoration & contents
Restoration, mitigation, contents restoration, pack-out / pack-back, contents storage.
Environmental & testing
Environmental services and testing, including mold, asbestos, and indoor air quality.
AEC
Architecture, engineering, construction, commercial construction, roofing, and exterior services.
Building & facilities services
Facilities, building, property, multifamily, senior living, and insurance-adjacent services.
Adjacent sectors: Building technology, critical infrastructure, and other multi-location B2B service businesses.
04/ How engagements work
A clear path from conversation to action.
1
Discovery
Understand the business, the moment, and what needs to change.
2
Assessment
Look closely at the sales organization, operating rhythm, and commercial reality.
3
Leadership Plan
Set a focused path with clear priorities, owners, and decision points.
4
Execution
Step in, lead the work, and create the cadence the team can carry forward.
05/ First 30 days
What the First 30 Days Look Like
When Story & Stone Advisory steps in, the first priority is clarity.
During the first 30 days, we typically:
- 01Meet with executive leadership and key sales-team members
- 02Review the sales organization, roles, territories, and accountability
- 03Assess CRM usage, pipeline quality, and forecast reliability
- 04Review strategic and national accounts
- 05Identify talent and performance gaps
- 06Evaluate sales and operations alignment
- 07Establish a consistent leadership and forecasting cadence
- 08Identify immediate opportunities and risks
- 09Build a prioritized 30/60/90-day leadership plan
The goal is simple: give leadership a clear view of what is happening in sales, what needs attention first, and how to move forward.
06/ Questions
A few practical answers.
The shape of the work depends on the moment, the organization, and what leadership needs to see clearly.
What is the difference between fractional and interim sales leadership?
Fractional leadership is ongoing part-time senior executive leadership. Interim leadership typically provides more intensive temporary coverage during a vacancy, transition, or executive search.
How long do engagements typically last?
Fractional engagements generally begin with a three-month minimum. Interim assignments vary depending on the leadership gap and business need.
Do you work nationally?
Yes. Story & Stone Advisory is Florida-based and works with companies nationally, including onsite travel where appropriate.
Is CRM access required?
For engagements involving pipeline, forecasting, sales management, or performance analysis, appropriate CRM access is generally necessary.
Can you help with hiring and performance management?
Yes. Services may include recruiting, interviewing, onboarding, coaching, PIP support, performance management, and termination recommendations. Final employment decisions remain with the client.
Do you work with PE-backed companies?
Yes. PE-backed and growth-stage service businesses are a core focus.
07/ Start with a conversation
Need senior sales leadership now?
Whether you are navigating a leadership gap, scaling a sales team, integrating an acquisition, or trying to improve performance, Story & Stone Advisory can step in quickly and provide experienced sales leadership.