Sales Management Testimonials

Focus is a highly professional organization who took the time to understand our business and what was required to improve the results of our sales team. They delivered on their promises and we received what we expected. Working with Bill was a pleasure and it was clear that he had the skills to help us and genuinely cared about our success.

Darren is a true B2B sales expert.  His clear instruction and rock solid methodology has improved the performance of our sales team by 15% in Q1 of 2018 compared to Q1 2017 and 30% for Q2 2018 compared to Q2 2017.  I highly recommend the work of Darren and his team.

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-setting, using Salesforce CRM properly and Sales Management has allowed us to become much more organized both from a productivity perspective and an internal reporting perspective. Bill has been great through his various engagements with my sales team in educating how to properly maneuver through the Salesforce system.

As equally (if not more) engaging has been your Focused Approach to Driving Sales workbook. By utilizing the teachings of the Workbook my sales team has been able to obtain more face to face
meetings, present more proposals and ultimately achieve their metric targets. The Workbook has become somewhat of a “bible” within the group for the reps to ultimately “control the sale”.

Focus has been a pleasure to work with and I look forward to a continued positive experience with your company and people.

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 proper email techniques to help the readers
• I now ask proper question in the right situations which I wouldn’t do before to get the answer I want or need
• I have learned about human nature and its relation to sales and use it to my advantage whenever possible
• I can use Salesforce as a tool to organize emails/report/expenses

Going forward, I can use this knowledge to further increase my skills and to hopefully be very successful in this business. I feel I have been engaged in our training and homework and this helps with my confidence in the field. 

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 taught us are invaluable and could not have been learned and implemented as effectively without your help. Thank you to you and the Focus team for your commitment to our success.

Looking forward to a big year ahead!

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 otherwise didn't have to that extent prior to their arrival.

Robert's technical expertise working with SFDC and Sarah's business acumen and organizational skills provide a lot of value and help me out with my day-to-day operations, as well as keep me in check when working towards long-term goals and targets.

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 here, I am confident your work has steered us in the correct direction... for us from now on, we need to grab the steering wheel away from our sales staff and step on the gas. Dean is well on his way to moving forward.

Thanks again for your help and wish you all nothing but future success.

“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 API. With your guidance, I have honed my sales skills from a re-active sales style to a pro-active sales style. I have found that by changing to a pro-active sales style I am making more contacts and completing more sales. I have learned to create opportunities by making a more complete cold call and have learned to develop trust with customers through the “Approach to driving sales”. It is a demanding program that develops results!”

“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 has increased our current work load substantially. Second, our sales potential list has grown from an undefined amount, to over $200 million in potential opportunities, to the point that we have had to become more selective in the type of leads we allow to be approved. Lastly, having the project managers as a direct part of our sales team, their focus has changed to not only their current projects, but ensuring that projects end strongly, and if there are warranty issues, they are dealt with in a timely manner. Our A/R payment turnaround time has improved, and there has been a distinct improvement in repeat sales, and work handed to us after the original contract had been fulfilled. I believe the link between Project Management and ownership of the sale is directly responsible for this improvement. This is a key idea put forth by Focus during their initial review of our firm. It is working.”

“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 credit for supporting your vision.”

“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 able to modify and adapt this tool to most businesses. We have also begun to use the CRM to manage the Marketing function as well.

They are honest, professional and dedicated to the success of their clients. It is not unusual to see responses to emails at night and weekends. They have also assisted with the development of the compensation plan for our reps and have in a very short time developed strong rapport with everyone they interact with in our company.”

“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 your firm to anyone needing assistance in building their sales organization.”

“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 guys, pipeline, activity, etc.

We had no one to manage our sales people day in and day out. Despite not knowing “our business” which is metal forming capital equipment, they were able to identify with the process, because let’s face it, selling is selling. The system was tweaked for our liking and the sales guy’s time were better spent in front of customers instead of in front of the computer quoting.”

I would have no hesitation to recommend Darren and his team for your company. They will most certainly improve your sales processes, strengthen your sales tools and visibility, assist your sales staff if and when needed, and potentially identify weak sales members depending on how deep you let the relationship get. 5 star recommendation!!!

“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 meeting with this client, for this amount, this is my challenge, this is the key things we need to think about.”

“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 a monthly basis.

My only recommendation would be to hire Focus …..they deliver 150% on everything they say they will deliver!  You will not need to “Decide how to proceed” – they will guide you every step of the way.”

“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 instrumental in my success. With only six months into the year, I have attained my annual revenue objective.”

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 weekly basis. Bill plays an intricate role in the success and the growth of the new reps here at KEV. The sales training provided to us upon arrival from both Donna and Bill have helped in the development of our growth at KEV. It has all been professional and top notch. Keep up the good work, Bill.

“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 question my failures.”

“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 has been instrumental in accomplishing my goals for this position. Although I had a familiarity with SalesForce, previously; utilizing this tool to the fullest extent has vastly improved my sales management and organization thanks to your training. Even going a step beyond that, your training has also improved my general sales skills to the point where even prospects have commented on the quality of my sales conduct which I picked up in my training with you. Thanks for all your help!”

“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 needed!”

“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 structure that not only changed our sales system, but also changed the culture in how we view things. In addition to establishing a new roadmap, they continue to make themselves available for support and training for our entire team, as required.

I can confidently recommend Focus for any company looking to get to the next level. They will undoubtedly make a positive contribution to any organization.”

“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 communication and accountability. This tool alone has better organized our sales force to accomplish more in less time with less effort. The division of labour has made everyone more productive, accountable, with greater results and satisfaction. The training sessions with Steve were excellent. He is very knowledge, patient, understanding, and a phenomenal teacher in drilling down and explaining the CRM Program. He is a strong communicator, very personable, and results oriented. His follow-up is superb. The defining of quarterly objectives for the Account Managers with metrics is valuable feedback for them to realize their performance and accountability. In 103 accounts there was an additional growth of $1.2MM which is testimonial to the success of your program.”

“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. Otherwise you wouldn't be considering Focus.

It requires patience, determination and a good deal of faith… Let me warn you, Darren is tough and doesn't accept underachievers. He will push you hard to enforce the discipline the sales process requires. He'll change it if it’s not working but if he thinks it’s you or your people aren't performing, he won't be shy to tell you.”

“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 proven to be much different approach to the typical, regularly scheduled, phone conversations, and much more effective for generating new business.
 Thanks for the guidance!

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. For example, better ways to book meetings, to close the sale, etc.

Our company would not be where it is without their commitment and dedication to our success. I highly recommend their service and believe it was an excellent decision for us to move forward with their proposal.

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 our inside salespeople into an outside salesperson has resulted in a territory sales increase of 36% after two years. The first full year with our updated sales process, also led by Justin, result in increased sales (a record year for Dynamic Conveyor).

I appreciate the work that Focus did to assist our company with improving our sales process, increasing our sales and our bottom line.

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.

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 to set a next step, to the point of asking for their business is clearly defined and easy to follow. It ensures that both parties have a commitment in the process, which is great since it separates the truly interested from the time wasters. I also like how it allows me to take the driver’s seat in the relationship. Indeed, I even had one prospect tell me how they like how I communicate with them versus another competing firm.

The more I use your system the more evidence I receive that it works.

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 “onetime” item this is relatively unheard of for our industry.

Focus is one of the few organizations I recommend without any hesitation. I have proactively recommended them to others.

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 what you guys are doing is unanimous among the rest of the guys.

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 consistently well-organized, thorough and delivered on the promise.

Today, we are well on our way. Our Business Development Rep – Al Perez – has generated leads that have turned into almost $1 million in sales. We are excited to watch this department grow. In addition, our entire team is consistently improving in the use of the Sales Roadmap sales process and Goldmine.

Focus America will continue to be a part of the Nortrux team as we continue to look for ways to tighten and improve our sales organization.

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 concept was a great solution to this problem and after 8 months, we are happy with the candidates you helped us select, the strategy that was developed and all the work you did in helping us “get up to speed” with our new group.

Our new Business Development Department is now a key part of our sales organization with a mandate of generating high-quality, real and actionable sales opportunities for our sales reps to follow up.

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 sales team’s effectiveness, for example by helping us be more disciplined with booking meetings and sending recaps and reminders to prospects.