Focus America

An Extension of You:

Our goal is to be an “extension of you” and your sales organization, providing sales management and sales support services where needed on an ongoing basis. In some instances, we even become your Sales Management team throughout a transitionary period.

Focus wants to work with you on an ongoing basis to improve the performance and productivity of your sales organization – done in a way to drive buy-in.

A Relationship with Leverage:

Focus America is different from the other companies that can design your sales organization, build your sales process, implement your CRM, train/coach your sales team, or recruit your sales resources. We offer a full turnkey operation to meet all of those needs and more. So, after Focus has learned your business during a CRM Implementation for example, attention can be put on your Sales Management processes and tools OR when Focus recruits for you, sales training can be included as part of our service when providing a new sales rep.

For some clients, Focus America is their “Outsourced Sales Management” team to build, guide and direct the sales team through a transitionary period.

Accountability:

At Focus, we believe you are buying a result - not an effort. Therefore every project in developing your sales organization has pre-set objectives, timelines and results. As the scope of the project changes, we change.

We are accountable to you and the result, not the clock. We have a “do whatever it takes” attitude to ensure that our clients’ objectives are met.

All of our contracts offer an “out-clause” (generally 60 to 90 days). That means we too are assuming risk with you as we venture through the relationship.

Managing Your Expectations:

You must be able to rely on Focus to “drive the boat” in developing your Sales Management. This is a key for success!

Focus’ culture and use of project management software ensures that we are always in control of every project – from start to finish. Our job is to manage your expectations, every step of the way. You will also be kept informed and involved as to the progress and results of the work. You should never have to “ask for an update”.

Lastly, every client will have several contacts and Focus team members working on their business and their sales organization. This will not only give the project a variety of skills and experiences but will also provide security and a back up.

Pricing:

We believe you are buying a result - not time and effort - so we don't focus on "billable hours".

Once the needs of your sales organization are scoped and a fixed price is agreed to, we begin working. Whether we work 10 or 100 hours, two things are guaranteed:

1. We are committed to delivering the results you expect, and
2. You won't get the "I need more money" phone call (unless the scope of the project changes).

We typically bill our clients with a set monthly fee, even if most of the time-intensive work was done early on in the project. This way you are seeing results and then paying; seeing results and then paying; etc.

Establishing Buy-in:

We learned quickly as an organization that the one of the biggest keys to success is getting “buy-in” from your team – those that will be most impacted by the changes we implement in your sales organization.

As a result, we often (especially for larger, multi-faceted changes) ask our client to assemble a “committee” featuring at least one person from every current sales role (sales management, direct sales, inside sales, customer service, marketing, and sales engineers) to be actively involved in the design of solutions to ensure they fit with the culture and the day-to-day needs of the company.

Establishing buy-in is a process – not a result. Change is not easy. Some people simply don’t want to change. The “committee” approach hopes to alleviate this as much as possible for the best results in your sales organization.