Outsourced Sales Management
Client Profile
- A desire to build a scalable and sustainable sales organization.
- Too small to afford a full-time Sales Manager but need one.
- 2+ dedicated salespersons.
- Little to no marketing resources.
- Some Customer Service or Inside Sales personnel.
CURRENT OPTIONS
Before there was Focus, business owners were limited with the following options:
1. Hire a full-time Sales Manager
- Cost: $10,000+/month.
- Not enough salespeople and/or revenue generated to warrant for a full-time Sales Manager.
2. Hire a General Manager to run multiple departments, including sales.
- Often General Managers are hired for their industry and/or operational background.
- Do they have the skills, experience and bandwidth to lead sales?
3. Have the best sales performer become Sales Manager.
- Ask any hockey fan if Wayne Gretzky was a good coach.
- Why take your best scorer off the ice and put them in a suit behind the bench?
- If your Sales Manager is also selling, there are different skill sets and a conflict of interest.
4. Owner does it. He/she builds, hires, and runs the sales team.
- Owner may not have the time, skill and/or desire to do this role.
- Owner may struggle to execute consistently.
- Owner may “manage” but lacks the ability to “coach”.
5. Owner hires multiple companies to provide individual services such as Sales Strategy Design; Salesforce implementation, Sales Training, Recruitment, etc.
- While each service may be excellent, it’s a splintered approach. Nothing is integrated.
- It leaves the owner as the “monkey in the middle” to coordinate everything.
6. Sales Management by committee. You do sales meetings, Bob does Salesforce, Sue does metrics, Peter does coaching, etc.
- Everyone involved already has a full-time job.
- Invariably, it won’t get done sustainably.
- Don’t assume these people have the skill.
Our Solution
Hire Focus as your Sales Management Department to design/redesign and run all areas of your sales organization.
From day 1, Focus takes responsibility to Add (+); Subtract (–); Change (△); or Leave as is (✓) for the following areas of your sales organization:
Click on any service below to learn more!
Strategy
Structure
Process
CRM
Forecast
Metrics
Compensation
Quoting
Marketing Support
People
Coaching
Leadership
NOTE: Focus is not typically customer facing with your clients nor will they be able to take full responsibility for your product, price and promotion strategies, but will be a resource.
How We Work
Each client is assigned two dedicated resources – a Sales Manager and a Sales Engineer.
Sales Manager
- Support the development of core sales strategy and sales planning.
- Ongoing leadership, strategy, and coaching.
- Act as the head of sales in all departmental meetings.
- Develop and drive the core sales strategy and sales plan.
- Be the day-to-day lead providing direction, coaching and motivation of the sales team.
- Run sales meetings, 1on1 and management reviews.
- Adjust strategy, structure and tools as needed.
- Be an ongoing resource to Leadership.
Sales Engineer
- Support the development of the core sales strategy and sales plan.
- Build and document all sales targets and metrics.
- Build, manage, support and train on all selling tools including Salesforce.
- Design build and be responsible for all sales reporting and analytics.
- Lead sales coaching sessions as required.
Pricing
While there are a couple of a la carte items (e.g. CRM Implementation, Recruitment), Focus’ main salary is:
- On Average: $1800 per Sales Rep per month (tiered pricing based on # of sales reps)
Not Sure What To Do?
Let us come in and look at your sales organization.
We’ll talk to your team, understand your needs and design a go-forward plan.