Unsure of Your Needs?

Unsure of Your Needs?

How we Work with You to Build Your Sales Organization

First and foremost, Focus is not a consulting company by the traditional definition. We do not sell “ideas” or “strategies” – we sell the “implementation of those ideas and strategies” to build a sustainable sales organization. We believe, from experience, that where most organizations fail is in the “execution” and “follow through”. That is our strength. That is our role.

And, while each client Focus works with is unique, with different needs, typically our clients’ current sales organization situation can be categorized as follows:

Problem #1: Problem Known
Have a sales organization with specific known areas for improvement

Solution: Customized Solution:
In these instances, time is allocated to assess the needs and gaps, and to isolate the true root of the problem. Then we work with our client to develop the appropriate strategy and action plan.

Problem #2: Problem Unknown
Have a sales organization with unknown areas for improvement

Solution: Diagnostic Assessment:
The first step in this situation, and before moving forward with any action plan, is to complete a “Diagnostic Assessment” in order to truly understand the issues, opportunities and action plan.

A Diagnostic Assessment always involves interviewing key sales team members about their roles within the sales organization in order to re-affirm known issues, uncover other issues, and establish buy-in along the way.

Problem #3: No true Sales Organization
Have no true sales organization (either because the business or business unit is being newly created OR has been “reactive” and unstructured to date).

Solution: Sales Organization Design:
The first step here is to complete a “Sales Organization Design” day in order to build the strategy of the new sales structure, including targets, roles, responsibilities, sales management requirements, etc. Once completed, an implementation and roll-out plan will be developed with our client.