Develop Your Sales Manager
Client Profile
- New, inexperienced Sales Manager, who may be selling and/or running other departments
- Desire to build a scalable sales organization AND to develop current Sales Manager
- Some marketing resources
- Some Customer Service/Inside Sales
CURRENT OPTIONS
Before there was Focus, business owners were limited with the following options:
1. Send them to a “Manager Training” course.
- While all training is valuable, any training, done once, doesn’t stick.
- The course may only touch the “human” side of Sales Management without considering process, metrics, technology, etc.
2. Owner coaches Sales Manager.
- Owner may not have the time, skill, and/or desire to do this role.
- Owner may struggle to execute consistently.
3. Owner hires other companies to provide individual services such as CRM implementation, training, recruitment, and strategy.
- While each service may be excellent, it’s a splintered approach. Nothing is integrated.
- It leaves an inexperienced Sales Manager – who may also be selling – as the monkey in the middle (and we know how that turns out).
Our Solution
Hire Focus as your Co-Sales Management Department to work alongside your current Sale Manager in a teaching/phased approach to design, build, 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.
- Be a resource in all Management reviews.
- 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 offers 2 solutions when being a Co-Sales Manager:
- Sales Rep Facing:
- In this model, the Focus Co-Sales Management team is in the “passenger seat” working alongside your Sales Manager directly with the sales reps.
- On Average: $1250/Sales Rep/month (tiered pricing based on # of sales reps)
Non-Sales Rep Facing:
- In this model, the Focus Co-Sales Management team works with the Sales Manager from the “back seat” – 80/20, non-Sales Rep facing.
- $2500-$3000/month (not based on the # 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.