Frequently Asked Questions
What is Sales Management?
It’s taking ownership and responsibility for all things that a full-time, in-house Sales Management team would do working inside a larger B2B organization – but at a cost a small company can access.
What is Outsourced CRM Management?
It’s taking ownership and responsibility for all things that a full-time, in-house CRM Manager would do working inside a larger B2B organization – but at a cost smaller companies can access.
How does Focus charge?
While there are a few different a la carte items (e.g. recruitment), Focus’ main costing method is as follows:
- Sales Management: cost per Sales Rep/month
- CRM Management: cost per CRM user/month
What are your terms?
We have an open contract with a 60-day out-clause.
What CRMs do you know?
We have implemented and used Salesforce.com for our clients since Day 1. But we have also had to inherit and work with MS-Dynamics, Zoho, Capsule, Pipedrive, ACT, Goldmine, Clientele, Tour de Force, and SugarCRM to name a few.
Salesforce.com is our preferred CRM if a client has no CRM or is open to switching (but it’s not a requirement).
Who works for Focus?
Unlike most firms, Focus uses 100% full-time employees to work with our clients. We share and learn together, out of an office in mid-town Toronto, Canada. We eat, sleep, and breathe Sales and CRM Management as a family.
How do you find your Sales Managers?
We develop Sales Managers two ways. Either we hire experienced Sales Managers or we hire younger, bright people and have them work as Sales Engineers first. After a few years, they graduate to becoming Sales Managers. In all instances, there is an intensive onboarding and training program to learn the Focus Approach.
I just wanted to reach out to you and say a very sincere thank you for all of the movement you’ve help us make after working with Focus for only a month! We purchased the 12 Salesforce licenses with the under... Read MoreMonica Saunders
After working with Focus for about a year now it is with pleasure that I inform you of our satisfaction with the progress we have made as a sales organization. Your thorough approach to the sales process, goal... Read MoreTravis Gregory
I respect you and your team for what they have done to help me personally and I thank you guys greatly.These are several good examples of what I do or have learned to become what I am today:I now have... Read MoreJustin Galego
Darren, we are very grateful for the professionalism and knowledge you have shared with each of us. Focus has been an important factor in our company's growth over the past 2+ years. The strategies you have tau... Read MoreGil Silberstein
I was lucky enough to attend your presentation at the 2003 NEPCON show held at the Bayside Expo Center in Boston, MA and I carried away many of your key points from the presentation. More importantly, you confi... Read MoreJohn J. Hughes III
I believe the addition of Sarah, Robert and the services provided by FOCUS are a great asset to what we do here at DoctorCare.Sarah and Robert bring another level of organization and management that we oth... Read MoreJosh Miller
It was such a pleasure meeting you today at ventureLAB for '’The Art of Selling'. I really enjoyed your ‘human’ approach to connecting. I found your workshop very helpful, informative and engaging. I... Read MoreLisa Mueller
I want to thank you all for the work you have put into my company to improve our sales operations. I can only imagine that it was one of the most challenging yet for your company.As we move forward from her... Read MoreJeff MacDonald
On behalf of the Board of Directors of CAFE Vancouver, I would like to thank you for being part of the Panel of Experts at Family Business Day. Your presentation on building a sustainable sales organization was... Read MoreJosephine Nadel
The transition was seamless. My team is really engaged and they like working with Sarah. She understands our business model very well and she is always open to suggestions, recommendations, and she experiments ... Read MoreFernando Esteban
I just wanted to take a minute to tell you that so far everything has been great. The guys are using Salesforce properly now and I have noticed major differences in my day-to-day management of the activity. ... Read MoreTravis Gregory
Donna has been providing services to P & P for over a year now. When we started working with Donna, the first thing we noticed is that any task was done on time or sooner, regardless of complexity. Since then w... Read MoreMoshe Pinhas
Through his presentation “Manufacturing a Sale” at the Family Business Forum, Darren Rabie of Focus America gave owner-operators an understanding of the need for a sales process to build a solid, replicable... Read MoreEmma Ramos
“I want to thank you for the incredible job that you and Focus have done for me and Allways Precision Inc. I can truly say that with your help I have become a dynamic business development representative at AP... Read MoreJim Saflarski
In my 12 years as a business owner, I’ve met few are as organized and effective as Donna. She approaches every day with a high level of energy and passion. This coupled with her sound analytical skills, make ... Read MoreDebbie Chow
“In about 6 months, Focus took a young team, with plenty of construction knowledge, but no sales experience, and turned them into salespeople. This has affected us in a number of positive ways. First, it ha... Read MoreLisa Bertram
As we silently listened to the webinar, Darren solidified the reasons and outcomes of our future lead process. We felt much more positive of our steps once we attended his webinar. We encouraged our upper manag... Read MoreLisa Johnson
We were not disappointed. The Focus team took our sales back to basics with clear, concise and practical approach to Salesforce.com. The day course presented by Steven Wright and Lisa Rodrigues helped our new r... Read MoreDebbie Conzelmann
“I would like to thank you for taking the lead on this project. You have worked tirelessly to manage the complex issues that invariably arise for a project of this scope and magnitude. Our team also deserves ... Read MoreBrian Ginsler
In today’s times, it is becoming more critical than ever that our exhibitors get real, measurable value from their investment. Your “Turning Leads Into Sales” workshop really hit the spot.It was clea... Read MoreDan Radomski
Lisa has been a great support through Focus with our company Quinn Digital Asset Protection and I feel has been an invaluable part of our team. Lisa is organized, efficient, extremely competent, and has an exc... Read MoreMark Borba
“Darren and his team have a clear understanding of how to set up and manage a sales organization. Their processes seem to transcend all industries. They have a particularly good grasp of the CRM tool and are ... Read MorePeter Pekos
I wanted to take this opportunity to thank you for all the work you have done over the past few years and most recently for the “Needs Analysis Workshop” you held for our sales executives.Your tactical,... Read MoreDavid Ross
We 1st used Focus to implement a CRM system (Salesforce.com) which was quite seamless (from nothing that is). The training was great, and the users got on board quickly. The tools were set up using the sales ro... Read MoreBob Repovs
“Steve and Kojo are doing an excellent job and are both fun to work with. They are well prepared, focused, and always willing to offer advice and words of encouragement.I would have no issue recommending ... Read MoreJoel Freund
Lisa is an excellent trainer. Her ability to walk through the many areas of sf.com at every individual’s pace allows for superior content learning. Having gone through training sessions with Lisa, I know firs... Read MoreMike Mohaupt
I am writing to acknowledge the good work you have done over the past few years with your “Turn Leads Into Sales” workshops put on for our exhibitors at Assembly Technology Expo and the NEPCON events.It... Read MoreKel Marsden-Kish
“We had no sales process, no sales manager, no CRM, no BDR… just nothing. We would quote, quote and then guess what, we would quote some more! The results were mediocre and we had no visibility on our sales... Read MoreBob Repovs
Lisa is a detail-oriented manager that kept everyone focused and on their timelines. She was always available for questions, easy to work with as her input is straight forward and honest. It has been a pleasure... Read MoreMike Deckert
I wanted to put together a letter to not only share with you but share with others the importance of having a plan for running and leading your CRM once implemented. When my partners and I decided it was time t... Read MoreBrian Ginsler
“I think the biggest improvement was not allowing the sales people to hide. There was a lot more transparency in what the team was doing – so no more “I have client meetings today”, instead, “I am m... Read MoreMoshe Pinhas
I have had the pleasure of working with Lisa for close to a year now and she is the ultimate professional. She is a great listener and is quick to report back with solutions. If it's results that you're looking... Read MoreRob Turnball
“Focus was brought on to help us achieve a much bigger new customer base and increase our sales. They have also helped us to develop a much bigger pipeline and they stay on the team to keep us growing it on... Read MoreAndrea Shortt
Lisa is a highly motivated individual with great ideas as to how to process information in an office setting. Lisa worked with me to help set up our Salesforce CRM program five years ago; we are still using man... Read MoreTerry Garcia
“I want to thank you for all your time, effort and interest as it relates to my success. Specifically, your effort, support and coaching in the areas of systems, processes, teamwork and development has been ... Read MoreMark C. Patterson
I had the opportunity and privilege to work with Lisa in 2010 on our implementation of Salesforce. I don’t know if I could say enough positive things about Lisa and her abilities. Her depth of knowledge of Sa... Read MoreJanna Biggs
Firstly, I want to commend Bill on always being on top of what is going on here at KEV. Our weekly meetings are always meaningful and constructive. It is nice to have someone there to share success with on a we... Read MoreGeoff Weinberger
Lisa is a highly skilled, experienced and details oriented professional. In 2015, I hired Focus to design, program, implement and train my staff and I on a customized CRM solution using the Salesforce.com platf... Read MoreRonnie Wiskin
“I just want to thank you for your help this year. I am off to a great start and I will attribute part of that success to you and your help. It was good to have you there pushing me to try harder and to quest... Read MoreMichael Fraser
Sarah’s Saleforce.com expertise is extensive. She keeps an eye on their progress, and constantly emails our team asking how she can help or pointing out functionality they could & should be using within t... Read MoreStuart Fein
“I have had to learn an entirely new industry and re-enter a sales position that had been somewhat dormant recently in my career. In that aspect of my training, you’re SalesForce and overall sales training ... Read MoreMark Fischer
In a nutshell, we have found Sarah to be excellent to work with! She has a very nice and accommodating personality, sense of humour, desire to help, is a so knowledgeable with Salesforce and, in particular, tur... Read MoreBrian Furlong
“Thanks so much for sharing Steve’s brain with me =)) I appreciate all of you folks at Focus. You’ve made my job so easy and helped me with all the tools I could ever want- and then ones I didn’t know I... Read MoreHeather Hoover
“Darren took the time to review and discuss Rainbow Concrete’s needs, and establish a reasonable timeline and strategy for our company. Through discussion with our management, Focus came up with a new stru... Read MoreDamir Brujic
Lisa Rodrigues has been fantastic to work with. When we first went live with SF, she made herself available morning, noon, nights and weekends. In the time since, she has remained tremendously responsive. She's... Read MoreVince Santore
“You have forged a new sales process at Westbrook through recruitment of personnel, establishment of prospecting, implementation of a 24-7 CRM program such as salesforce.com. The CRM has enhanced our communi... Read MoreBruce Girard
“Steve was the senior consultant on our project to completely overhaul our antiquated CRM system. He recommended Sales Force and from day one, he has just done a terrific job. From helping us to negotiate our... Read MoreDavid Gensler
“I can unconditionally recommend Darren's group.We have worked with them for four years and they continue to impress. You probably know how difficult it is to change the culture of a mature company. Other... Read MoreIan R. Williamson
Our company had been using Maximizer, which had become unsupportable and required a full system replacement.Yes I would recommend Darren’s team for your SFA. It is a significant investment to purchase and... Read MoreChris Love
“I wanted to reach out to let you know that we started with the business reviews, and we've seen great results with the Account Managers (and myself).This process of doing a formal Business Review has pro... Read MoreMichael King
So far this has been something we would never have been able to do without all of their help, and we do hope that this will continue. We have many different personalities and technology levels in the office a... Read MoreNicole Loveman
Thank you for the outstanding job you are doing in training, educating, and following up with the Axis Southeast team. It has been a top notch experience all the way through.Your preparation in learning eno... Read MorePaul Thompsen
Focus has helped our sales team be significantly more effective by teaching new concepts and enforcing a better sales process. Every few weeks, they teach sales a new lesson and how it applies to their role. Fo... Read MoreGil Silberstein
Most recently, we worked with Justin Baker to put our first direct outside salesperson in place and then to restructure our inside sales process.The coaching and training that Justin provided to mold one of... Read MoreJill Batka
Working with Lisa has been absolutely amazing. When it comes to implementing a CRM into a transitioning company I would recommend her 10 fold. She was quick to realize those that were succeeding and those who m... Read MoreJoe Foster
Just wanted to take the time to thank you for helping me prepare and understand what a manager should be and hopefully give me knowledge and tools required to better myself for the future and my career.... Read MoreAlain Hamon
The Focus team took our sales staff back to basics with a clear, concise and practical approach to the customer management program. The one day course presented by Steven Wright and Lisa Rodrigues helped our ne... Read MoreDebbi Conzelmann
The beauty of your sales strategy is how it enables me to start with a cold prospect and take them along the path to a sale. The wording of a cold call, the follow up techniques (both verbal and written), how t... Read MoreDavid Smith
In our first year of using Focus our “new sales” (the kpi that Focus was responsible for) was up greater than 30% and our recurrent revenue was up greater than our increase in pricing – without a big “o... Read MoreMoe Pinhas
I just finished a training session with Zain and wanted to let you know how much I appreciate his guidance in using SalesForce. He has been very helpful with his gentle guidance and I can tell, he has a smile o... Read MoreCynthia Wendell-Lemmons
Thanks again for the meeting today and your help on the notes and recap. The progress is fantastic and the modules will be discussed and "coached" ongoing with the sales team. I will repeat that the buy in for ... Read MoreTravis Gregory
I have enjoyed working with your organization over the past 9 months. From building the sales process, to re-customizing Goldmine, recruitment of new staff, training and beyond – Focus America was consistentl... Read MoreOneil Perreault
After hearing you speak at TEC, both Doug and I felt strongly that we needed to do a better job keeping our pipeline full and our sales reps in front of real opportunities. Your Business Development Department ... Read MoreTroy Campbell
We’ve been working with Darren and his team for a couple of years with very good success. Focus has been providing 3 positions: VP Sales, Sales Manager and Sales Engineer. They have definitely increased our s... Read MoreAdrian Butler
From the whole team at Focus, we wish you a joyful holiday season. We hope you have the chance to make the most of the season with friends and loved ones, reenergizing yourself to achieve greater successes in the new year!read more
There is a never-ending sequence of tasks, milestones, steps, and processes that represent the day in the life of any sales rep, regardless of what you sell, whether it’s a product, service, consumable, capital good, etc.read more