Sales Focus, Inc. Sales Outsourcing, Sales Consulting and Sales Training -- Why SFI? SWOT Review, Organize, Launch, Direct

The Discovery phase of our project will begin prior to the kick-off meeting. SFI will provide our client with a list of materials that are requested prior to the kick-off meeting.

The requested information is designed to also help our client gather, collate and assess the state of their documentation.

If relevant, SFI will conduct in-depth interviews with existing customers, partners, and employees to better understand the perceived presence of our client in their market.

SFI will review the existing business plan and evaluate all functions within the organization including operations, marketing, finance, and customer support.

SFI will work closely with our client to review the results of their SWOT analysis and determine if it has, in fact, addressed the factors critical to positioning the company for success.

Special attention will be paid to the key market differentiators since the market space is crowded, and competition for all business segments is increasing and highly volatile.

SFI will work closely with our client to make certain that all areas within the discovery segment have been completed and the information that was gathered will provide sufficient content for beginning phase II.

Phase I Result:
SFI will have clearly identified and quantified corporate goals and objectives.

Attention will be paid to critical elements in the marketing plan that will include performance metrics to measure success, detailed organizational staffing plan with sales processes and support requirements, market direction, and targeted client profiles.

A company's brand and message is extremely important in today's competitive market. SFI will identify a unique quality marketing approach that will deliver a clear consistent message that your customers will understand. SFI will work to align the message with the corporate culture and identity.

One of the most critical functions for a company is to set goals and measure the results of activities so swift action can be taken to make course corrections, prior to the onset of fiscal challenges.

Working with our client, SFI will determine key metrics that can be used to measure progress and influence the organization in the short-term.

This segment includes the creation of criteria used to determine what a valid opportunity is, and how that opportunity will get promoted from Suspect to Prospect to Lead to Customer.

Processes for cross organization Sales Team development and support will be generated and documented.

Recommendations will be made for Sales Force Automation tools and a discussion of Client Relationship Management tools will take place as well.

A model for the organizational layout of the sales organization will be developed, including estimates of the number of internal and external sales representatives that will be required to achieve specific sales goals.

SFI will provide detailed Job Descriptions for all levels within the Sales organization, including Sales Administrator, Sales Representatives, Technical Sales Support, Account Managers, and Sales Managers.

Compensation plans will be developed with a detailed focus on retaining key employees while gaining customer loyalty and market share. Commission plans will be developed to generate revenue in market segments which are beneficial to corporate goals and objectives.

Initial sales quotas will be established and aligned with corporate goals and objectives.

SFI will develop a set of channel entry points for the product and service that map to the market segment the organization is best fit to serve, based on current experience.

This does not mean that we will recommend not entertaining requests from outside the segment, but will encourage the company to stay focused. These business segments are designed to focus the development of materials designed to make the sales staff extremely effective.

Understanding the Ideal Client Profile (ICP) is extremely important to the sales process. To manage the Cost Per Opportunity (CPO), or the costs involved in selling the product, an organization must know if the sales team is targeting the right organizations.

SFI will develop a profile of the ideal customer, including a landscape of motivators and detractors that our client will face from the buyers, influencers, and decision makers.

The Ideal Partner Profile (IPP) is developed to assist the organization in developing long-term, mutually beneficial business partnerships. The Ideal Partner Profile focuses on developing a picture of what these organizations look like, where to find them, and how to establish relationships with them.

Phase II Result
SFI will provide a comprehensive sales and marketing plan including guidelines and metrics designed to drive the organization to success by preparing them with the materials, processes, and tools they need to sell on target.

Recruiting, training, and implementation of a dedicated sales force targeted at our client's ideal customer profile. The launch phase of our process includes the following;

SFI will teach pipeline management and solution-based selling skills, including the utilization of a sales reporting tool. Additional training may be required in the basics of selling, such as dealing with customer objections and negotiating or closing the sale.

The training program will be customized to meet the client's specific requirements and the skill level of sales personnel.

SFI will first search our existing database of well-trained sales professionals who can accelerate the process. If a search is required SFI has internal recruiters dedicated to finding the right individuals.

We also have relationships with some of the world's largest recruiting organizations if a difficult requirement is needed to be filled. We will perform all the interviewing, reviewing of candidates' skill sets, and evaluation of sales executives' selling skills.

SFI can also assist our client with certain HR functions that will allow the client to select the candidates more quickly and with better efficiency.

Phase III Result
Specifically Recruited, Fully Trained Dedicated sales force within 45 days!

With the Sales Focus, Inc. QuikLaunch program the SFI Program Executive will act as the Sales Manager or VP of Sales for our clients.

SFI will closely recruit, train, then manage the sales organization to meet Service Level Agreements and achieve the corporate goals and objectives.

SFI Program Executives will represent our client at the highest-level customer negotiations to ensure success. Our Program Executives will manage the client expectations and ensure the sales team is fully operational and focused on generating revenue for our clients.

Developing loyal employees is essential to the success of business in a competitive market. SFI will work closely with the management team of our client to develop key employee reward and retention programs, including bonus programs, presidents clubs, and stock incentives.

SFI will continue to work with our client to develop a positive team culture within the sales and marketing force that will enable groups of people to work closely together in achieving the desired corporate goals.

Phase IV Result
Fully Managed, Dedicated Sales Force focused on generating new business for our clients. Managed pipeline of opportunities, aggressive selling programs, and satisfied customers.