Our Story

By Darren Rabie – Founder

2003
2003

2003

I started Focus in 2003. At the time, I was 50% owner in an outbound Lead Generation company in Toronto, which generated and managed leads for other companies.

At my first company, over time, I noticed huge holes in how my clients were selling. We’d send them a lead, nothing would happen, and nobody updated anyone. Then we’d get fired. Fun, right?!?!

Frustrated, I sold my shares in that firm and opened Focus. I started just as another sales consulting firm. I’d do “sales improvement projects” including process design, setting up CRM, coaching, recruiting, etc.

2005
2005

2005

Now, as a team of 4 people, I started noticing one significant gap with all my clients – no matter what Focus implemented, as soon as our project was done the company would immediately fall back to their default behaviour, because there was no one for us to “pass the baton to”.

That got me thinking.

2007
2007

2007

We are a team of 6. In addition to project work, clients are asking us to coach their reps ongoing (instead of one-offs). They also asked for those reps to have metrics, use CRM, etc.

2008
2008

2008

We are a team of 7. With our clients basically handing us every Sales Manager role (except Product and Price), we are now essentially functioning as Rent-a-Sales Managers but we don’t know it yet.

2011
2011

2011

We are a team of 9. Focus begins to actively market itself as a Rent-a-Sales Manager (although not using the term).

2015
2015

2015

We are a team of 12. Focus realizes that there is a market of bigger companies that have their own Sales Manager, BUT have no one running their CRM. They have 5 to 25 rudderless CRM users barely using it, if at all.

The CRM Management division is born.

2017
2017

2017

We are a team of 15. We launched this great new site (hope you like it), our new logo, and new branding. Thank you, Karen, from Fivethreedesigns.com.

We have 30-35 active Sales Management clients and growing.

We have 20-25 active CRM Management clients and growing.