Perhaps your company has a new, inexperienced Sales Manager – a person who may also be doing sales or running other departments. In such a scenario, you’ve probably got some marketing resources and customer service/inside sales happening, but things are, shall we say, suboptimal. In other words, your sales department is not exactly humming along and your goal of building a scalable sales organization and developing your current Sales Manager seems elusive. What to do?
Before Focus
Prior to Focus becoming a force in forging new sales organizations, the Owner/President of a company incorporating an inexperienced Sales Manager had the following options:
- Send them to a “manager training” course: While almost all training has some value, once completed, “students” tend to lose a grip on the finer points of what they learned. The training isn’t always as sticky as one might like. What’s more, such courses may tend to focus only on the “human” side of sales management and fail to deal adequately with dynamic content pertaining to processes, metrics, technology, etc.
- Coach them themselves: This sounds fine in theory, but in reality the Owner/President of the company may not have the time, skill or desire to properly fulfill this role. Results are likely to be spotty at best.
- Hire other companies to provide individual services such as CRM implementation, training, recruitment and strategy: The key problem with this approach is the lack of unified integration of the various services, which can leave the new Sales Manager dangling in the breeze with nothing concrete to grab on to.
Given the shortcomings of 1), 2) and 3) above, what should a company with an inexperienced Sales Manager do? The answer is quite simple: Contact Focus and open the door to a fresh perspective on sales. Helping you realize your goal of building a scalable sales organization and developing your current Sales Manager is our raison d’être. We know our stuff and we’re passionate about incorporating it into the fabric of our customers’ companies.
How Focus develops your Sales Manager
Focus is a confident company. It’s a key element of our corporate persona. Feedback from our clients reinforces our confidence in our skills and methods. That said, the Focus approach of creating a “Co-Sales Management Department” is subtle. We work closely with our clients to co-create and typically, we don’t come face-to-face with your customers, which can only serve to muddle your identity with them. We also won’t become responsible for product, price and promotion. We are a resource that your company can tap into as we work in tandem with your Sales Manager to implement a teaching/phased approach to redesign, rebuild and run all areas of your sales organization.
From the get-go Focus and your Sales Manager will work together to establish or refine the following elements of your sales organization:
In establishing or refining the above elements we assign to you three ongoing resources:
- A VP of Sales & Strategy
- A Sales Manager
- A Sales Engineer
These resources integrate with your Sales Manager and leadership as follows:
Variations on the co-Sales Manager solution
Focus offers two variations on the co-Sales Manager solution.
Sales Rep Facing: the Focus co-sales management team is in the “passenger seat” working alongside your Sales Manager directly with the sales reps.
Non-Sales Rep Facing: the Focus co-sales management team works with the Sales Manager from the “back seat” and only deals directly with the Sales Manager in training.
Contact us to determine which variation works best for you, and to discuss pricing.
