The Focus Philosophy

What does it mean to have "A Focused Approach to Driving Sales"?

Simply . . . the Focus Approach is having the right people, proactively working on the right types of sales opportunities, selling to both new and existing customers, with the right solution, all within a uniform, organized and measurable sales structure.

As a result, a “best practice" sales organization (e.g. consistently driving new sales) should have the following:

Healthy Sales Pipeline

There must be multiple lead generation pillars set up, along with proper lead follow up, nurturing and management processes to maintain a healthy, productive sales pipeline. This must not be the sole responsibility of the sales representative.

Proactive Sales Organization

There must be a sales structure, resources, skills, attitude and leadership in place to create and sustain a proactive, “make it happen” sales culture.

Duplicatable Sales Process

Roles, responsibilities, metrics, sales process and tools should be standardized to create a duplicatable and measurable environment.

Sales Methodology

With a long sales/buying cycle, it's imperative that you have one corporate sales methodology that governs, tracks, and defines all stages of the sale from a lead to a sale.

Visibility & Accountability

Sales must be governed with standard processes, technology (a CRM or Client Relationship Management system) and managed/measured against KPI’s – Key Performance Indicators.

Divide & Conquer

There are four main roles within a sales department – Lead Generation; New Business Sales; Existing Customer Sales, and Post Sales Support. At Focus we believe that in order to run a sustainable, successful, measurable and lower-risk sales organization, the responsibilities should be divided amongst several roles – not left in the hands of one person to do it all.