Unsure of Your Needs?
Structure & Culture
Sales Pipeline
Sales Technology
Sales Management
Sales Resourcing
Sales Skills
Peter Pekos
President
Dalton Pharma Services
Focus was referred to me by TEC Canada in 2007 and have been working with us ever since. We have booked a record number of new orders this month and I...
Sales Resourcing
Common Problem: The wrong mix in your sales team or insufficient sales resources.
We’ve all heard the old cliché that the success of an organization lies in the quality of its people. While we, at Focus America, believe that there is more to a sales organization that just the people (see other “common problems”), getting the 'people part' right is definitely a key success factor.
Regardless of the level of experience a company has in recruitment, we often see the following two mistakes:
-
The hiring process focuses more on “what the candidate knows about the job” instead of “who they are”.
-
Once hired, more attention is placed on teaching them “what you sell and who you are” vs. developing their selling skills.
The Solution: Recruit based on “Canvas” and “Character”… then provide training and support.
Whether it’s a for new or replacement Business Development Rep, Sales Rep, Inside Sales, Director of Sales, VP of Sales, or any other role within the sales organization, let Focus America help you recruit and support your new teammate.
Focus America’s recruitment philosophy is to find candidates who offer the right skills and character, not just knowledge of your products/services/industry (which can be taught with the right aptitude).
At Focus America, we don’t believe in just dropping off the candidate at your doorstep without a plan to develop them for success. This can include development of their compensation package, the setting of their targets and metrics, as well as the planning and execution of their training, coaching and skill development. If need be, Focus can also act as the new recruits interim Sales Manager to ensure a successful, focused and measurable start.
Common Problem: Need a Sales Manager to lead the sales team?
While Focus can build your new Sales Management infrastructure and can act as your interim Sales Manager, often the ultimate goal is to have an in-house Sales Manager leading the team.
But who should you hire and how do you get them up to speed on your sales organization?
Common mistakes include promoting the best sales person and recruiting based on industry experience instead of leadership.
The Solution: Recruit a Sales Leader (not just Industry experience).
A noted in under Interim Sales Management program, Sales Management is more than being the most knowledgeable about the products/services and industry.
Let Focus leverage our knowledge of your sales structure, process, technology and people to recruit your new Sales Manager. Once recruited, we can participate in their training and development – both in the knowledge of how to use the new processes, tools and technology that govern the organization and in their skills as a Sales Manager
