The way we sell today has changed dramatically from what it was like selling ten years ago. The way people buy is totally different than it was prior to 2000. So we need to ask the question, "What factors distinguish today's top-performing companies?" Surprisingly, a three-year study conducted by Dr. Bernard L. Rosenbaum with MOHR Development found relatively small differences in the selling skills between the top and bottom groups of salespeople. While traditional sales competencies such as relationship building, value building, and superior customer service are essential, what ultimately separates the "Super Sales Focused" growing companies from the "Weak Victim" shrinking companies are six emerging competencies, which have been the areas of SFI focus for many years. These emerging competencies are essential for sales success in the 21st Century, an era in which we're already witnessing the predicted accelerated commoditization of goods and services, coupled with increasing supplier organizations from which to buy.

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The Six Key Ingredients are identified as:

1. Process

Like any investment, you want your commitment to process excellence to yield high returns. That means almost everything we work on professionally should be defined by a systematic process. A consistent approach to managing process is one of the most effective ways to make sure you meet the increasing demands of the business world. Clear, understandable, step-by step processes in lead generation, "cold" calling, proposal management, systematic selling, "pipeline" management, presentations, and customer service will move your company into a position of strength. Process development is the solution that advances your organization's strength in the face of today's rapidly shifting economy.

Sales Focus Inc. (SFI) experience has found us working on - and eventually leading - process development in ways that work for our clients and provide lasting structure and positive results. A reliable, yet flexible, customized approach is the SFI guiding principle of process development and it is the cornerstone of what we do at SFI.

2. Communication

Whether you want to increase your sales force productivity, improve internal and external productivity, maintain and grow new and existing client relations, or make deals based on future opportunities, you need effective communication skills and systems. From sales to customer service, executive leadership to line employees, or personnel to purchasing, communication plays a vital role in today's competitive business environment. A large problem is that email, voice mail, pager message, and cell phone messages have moved companies further and further away from clear communication: we need to communicate intent, not just transfer content.

Sales Focus Inc. has constantly resolved challenging issues around communications and the resulting human relations. We develop means from the common understanding of where each selling situation is and where it is going. We create common company language so that everyone in the company understands where a selling situation stands, and what needs to be done to move it to the next step.

3. Revenue

In today's business environment, companies are searching for new and innovative ways to streamline their organization, focusing on their "core business" and most importantly, becoming more competitive in the market place. The goal is clear: "Generating Immediate Revenue for our Clients! " Achieving that goal is critical. Very often companies apply strategies that worked in the past and are surprised they do not work in today's selling environment. Nevertheless, it is true what they say: "Insanity is doing the same thing over and over and expecting different results." The implementation of our proven methodology is critical and delay is costly. This methodology needs to be a tactical sale strategy focused on bringing revenue in the door, shortening sales cycles, and increasing win percentages.

Sales Focus will develop your tactical sales strategy, including comprehensive lead generation and lead conversion processes, that improve your market share by EFFECTIVELY AND EFFICENTLY PROJECTING the superior attributes of your product or services to market, reduce the sales cycle, maintain or increase profit margins, and increase revenue flow.

4. Culture

Company culture pervades every aspect of our work lives. When we walk into a company, what we see, what we hear and how we are related to; all reflect company culture. Company culture affects everything within the organization - the way people act, dress, think, and respond to internal and external questioning. Some aspects of culture are tangible; others are not. Very few companies have written company policies to effect culture. Many times culture is spread from the top down (culture rains down), but in practice, anybody in the company can affect its culture. Culture is embedded into the fabric of an organization. Socialists define culture as "a system of attitudes and beliefs which effect behavior." Companies can be differentiated by their culture.

A Company's culture is a combination of its mission, attitudes, official policies, and unofficial atmosphere. It's an intangible thing that evolves out of the day-to-day experiences of the people who work for that company. The culture of a company sets the goals of the company. The goals of the company tell you purposefully the vision and value of the company. All of this in combination tells you where the company is going, how fast it can get there, and what is the central focus.

Sales Focus Inc. evaluates our client company's culture and helps clients to develop an "ideal sales candidate" template to assure that new hires are not just able to sell, but that they can sell the company's product/service, within the existing company's culture, and within the company's "selling" environment.

5. Motivation

The departure of the Baby Boomers from the work scene has created major changes. The new generation does not share the same wants and needs as their parents. They are not motivated in the same manner and do not consider work and work life in the same manner as their parents. As Boomers leave the work force, there is not an entrant to replace them. Companies need to develop new forms and delivery of rewards to attract, retain, and motivate these new workers.

Obviously, motivating others is a critical tool for increasing job satisfaction and productivity. People are motivated by an opportunity to express themselves meaningfully through work. This implies that responsibilities should engage value drivers. Responsibilities should be neither beyond competence nor beneath it. Without competence, people do not willingly take accountability.

Sales Focus Inc. works with clients to assure that highly motivated sales teams are created and maintained.

SFI's has a multifaceted program;

1. External Motivation...money, security, recognition, challenges, and prestige is needed for a motivated conformity. This can be achieved through "Processes and Systematic Selling Strategies."
2. Responsibility...can be achieved through clarification of "expected required behaviors and goals."
3. Standards...can be achieved through procedures, systems, and methods.
4. Organization clarity...can be accomplished through clear policies, standards, and expectations.
5. Most Importantly - Reward...as a result of accomplishing/implementing A through D (above) we create a "sales team" not just a sales force.

6. Personnel

In managing sales professionals, the company must maximize the efficiency and effectiveness of their sales staff. Using the knowledge about human behavior, attitudes of success, and techniques required for success in relationships will produce positive short and long-term results. Management can systematically draw from many sources of knowledge and experience to create a process, which generates successful outcomes for building a sales organization that sells. By applying a systematic process in recruiting and hiring sales candidates, companies can grow winners and develop a sales force into a powerful selling machine.

You can have excellent management skills and be able to mentor and coach excellent industry understanding and strong product knowledge, but it's meaningless if you don't have the people you need to do the sales job that your company requires. Clearly one of the most critical duties of management is to hire the right sales professional. Think of the time and expenses involved in picking the right person for the sales job and in training and supervising them towards their best performance. We understand how critical hiring can be to your company's success.

The SFI Sales Candidate Template Building Process

Step 1: Structure a process for hiring the candidate which best fits the job requirements in context to the company culture and building an organization that sells.

Step 2: Provide a conceptual framework for viewing the company culture as the context of recruiting.

Step 3: Provide a comprehensive framework to use to develop a strategy for identifying indicators of appropriateness among potential recruits for a means of screening candidates for interview.

Step 4: Provide a means to link information about recruiting individuals for specific job openings with information about recruiting a member of your team.

The SFI methodology will always included these six critical components of selling success: 1) Revenue, 2) Process, 3) Communications, 4) Motivation, 5) Personnel, and 6) Culture. Whether it's implementing our Tactical Selling Methodology or Developing Specialized Training Programs, we keep the focus on all six of the critical components and their effect on sales. What separates us from our competition is that our services not only identify S.W.O.T., but offer clear manageable solutions and step-by-step processes. At Sales Focus Inc., we remain focused on the goal of TACTICALLY GENERATING RAPID REVENUE.

We're Focused on Sales!   Is your company?

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About Sales Focus Inc. Sales Focus Inc. is a consulting, training and outsourcing company that focuses strictly on sales. We help our clients during these difficult times to take business away from the competition. In down economic times, focused companies will not only survive, but also thrive! We offer cost containment and profit enhancement solutions. Profit enhancement is a different mindset than cost cutting. Cost cutting means doing less of something; profit enhancement implies doing more of something that will boost the bottom line. We represent the concept of focused profit enhancement solutions.

Sales Focus is driven towards a single goal: "Generating Immediate Revenue for our Clients!" Whether it's implementing our S.O.L.D. Methodology, Developing Specialized Training Programs or Launching an Outsourced Sales Force, we remain focused on the goal of TACTICALLY GENERATING RAPID REVENUE.

For more Information or to see if we are a good fit with your company, contact us directly, 866.840.8305 or 410.442.5600, send us an email at info@SalesFocusInc.com or visit our web site: www.SalesFocusInc.com. Request a free white paper while calling us or visiting our website.

Sales Focus Inc. 3210 Florence Road, Suite B Woodbine, Maryland 21797 P. 410.442.5600 F. 410.442.5102 Toll Free: 866.840.8305 URL: www.SalesFocusInc.com