Fractional Sales Leadership for Professional Services Firms
Fractional sales leadership for law firms, accounting practices, and IT consultancies that are serious about growth — without the overhead of a full-time executive.
Schedule a ConversationTestimonials
Loading testimonials…
What This Looks Like in Practice
Reduced Time to Quota
Accelerated ramp-up from 14 months to 9 months by reinforcing behavior patterns that drive early performance wins and sustained confidence.
Improved Retention
Extended average tenure from 1.8 years to 3.6 years through environments that promote clarity, autonomy, and measurable growth.
Faster Sales Performance Progression
Reduced time to consistent sales performance from 10 months to 6 months using the Progression of Performance model.
Trusted Partnerships
Aimbridge
Cornerstone
Navisite
Oracle
Good Samaritan
AT&T
USPS
CBRE
IHS Markit
Testa CPA
Elliman Technologies
Telos Bookkeeping
Aimbridge
Cornerstone
Navisite
Oracle
Good Samaritan
AT&T
USPS
CBRE
IHS Markit
Testa CPA
Elliman Technologies
Telos Bookkeeping
Founders
You Lead a Professional Services Firm
Your offer is solid. Your clients are happy. But revenue still feels unpredictable — too dependent on referrals, too tied to your personal network, too fragile to scale.
You don't need a coach. You don't need another consultant handing you a deck. You need a fractional sales executive who comes inside the business, builds the system, trains the team, and measures what moves.
Deciding what to fix first is its own discipline — it's why every engagement starts with the same tool we use on our own backlog: the ICE Matrix.
That's what The Tonkin Group does.
Clarity Through Action
Behavioral Science Meets Revenue Architecture
Most sales problems aren't pipeline problems. They're behavioral problems. Dr. Tom Tonkin, Ph.D., holds a doctorate in Organizational Leadership and has spent 30 years — including 19 at Oracle and nearly six at Cornerstone OnDemand — proving that the gap between sales intention and sales execution is a human systems problem.
TTG builds the systems that close that gap, using the ACO Framework — permanently.
Book a ConsultationGuiding Leadership Growth
Where Insight Meets Real-World Application
Dr. Tom Tonkin, Ph.D., combines behavioral expertise with decades of leadership experience to make complex ideas clear, practical, and actionable. Every presentation is designed to inform, educate, and inspire change — helping leaders and teams turn insight into measurable results.
Whether speaking to executives, advising organizations, or facilitating leadership development, Tom delivers more than theory — he delivers transformation. His method is rooted in research, refined through practice, and proven to help people think differently, act decisively, and lead with greater impact. That same discipline is what led him to write Sincere Connections, his book on turning authenticity into something you can actually practice.
Book a Consultation
Before You Go
Read Sincere Connections, or Talk to Tom Directly
Tom's book on turning authenticity into practice — or skip ahead and book a conversation about your firm's revenue.
✉ Join the List
Get Tonkin's Tenets
No fluff, no filler. One idea every two weeks, worth actually reading.
Tonkin's Tenets
One Sharp Idea, Every Two Weeks
Not a listicle. Not "5 tips for better selling." A principle, stated flat out, in quotes — then the story behind it and exactly what to do with it.
Built on the same structure behind every Tonkin Group engagement: know it, practice it, rehearse it, perform it.
Tenet No. 88
"Different isn't always better, but better is always different."