Sales Focus Inc.

06/02/2026

Every sales team tracks KPIs, but are you measuring them correctly?

At Sales Focus, we divide KPIs into two categories: Activity and Performance. Activity KPIs tell you if the work is being done. Performance KPIs tell you if the work is producing results.

Hitting numbers matter, but results should be your focus. The best sales teams and people balance both to produce the most successful outcomes.

Ultimately, activity fills the funnel, while performance wins the deal. Learn more in our latest blog: https://www.salesfocusinc.com/why-kpis-matter-in-sales/

05/28/2026

For the third year in a row, Sales Focus has ranked on the OA500 Global Outsourcing Firm Index by Outsource Accelerator!

We've steadily climbed the ranking and sit at 278th this year.

“This recognition reflects the hard work of our entire organization and the trust our clients place in us every day,” said our Founder and CEO Tony Horwath about the ranking. “For nearly three decades, our mission has been simple: help companies grow faster through proven sales processes and scalable sales solutions.”

Read more here: https://www.salesfocusinc.com/sales-focus-inc-oa500-2026/

05/25/2026

Today, we honor those who gave their lives protecting our nation and beyond. May their service and sacrifice continue to drive us forward into a better future.

Our office will be closed today in observance of the holiday. We will resume operations on Tuesday, May 26.

05/20/2026

Hiring a contract sales team isn’t just about finding people who can sell. It’s about finding a partner with the right process, structure, accountability, and experience to actually produce results.

A lot of companies focus on cost first. The better question is: Can this team consistently help you reach your revenue goals?

The difference between a successful outsourced sales program and one that fails often comes down to how the team is built, managed, measured, and aligned with your business objectives from day one.

If you’re considering contract sales or evaluating outsourced sales providers, we broke down what to look for, what questions to ask, and how to avoid common mistakes in this article: https://www.salesfocusinc.com/contract-sales/

Before signing with any provider, it's worth reviewing.

05/15/2026

Tony recently joined the Outsource Accelerator Podcast to discuss the evolution of outsourced sales, AI in business development, and why personal interaction still matters in today’s sales environment.

Listen to the full episode here:
https://www.outsourceaccelerator.com/podcast/the-og-of-outsourced-sales-with-tony-horwath-of-sales-focus-inc/

05/13/2026

What actually makes someone great at sales, and how do you spot it before you hire them?

In our latest episode of The Sales Focus Podcast, Tony breaks down the core traits, habits, and mindset shifts that separate average salespeople from top performers, and more importantly, how to identify those qualities when you’re building a team.

🎧 Listen to the full episode here 👇

In this episode, we break down the core traits, habits, and mindset shifts that separate average salespeople from top performers.

05/12/2026

A lot of people think sales is about talking. The best salespeople know it’s really about solving problems.

In Episode 7 of The Sales Focus Podcast, Tony breaks down what actually separates average salespeople from great ones and why communication, work ethic, discipline, and genuine curiosity matter more than flashy tactics.

Tomorrow’s episode covers:
👉 What companies should really look for when hiring salespeople
👉 Why most sales hires fail
👉 The traits top performers consistently share
👉 How sales professionals can sharpen their skills over time

New episode drops tomorrow. Stay tuned.

05/11/2026

What does a working outbound system actually look like?

Outbound works when each step is designed to feed the next.

✅ Lead generation defines who you target based on messaging.
✅ Email builds interest and qualifies intent.
✅ Cold calls turn that intent into conversations.
✅ Landing pages convert that attention into action.

Each step makes the next one easier.

When this flow works, ex*****on becomes predictable instead of fragmented. To learn more, read my full article on outbound sales here: https://www.linkedin.com/pulse/what-real-full-service-sdr-provider-should-actually-deliver-horwath-crd3e/

05/06/2026

In the latest episode of The Sales Focus Podcast, Tony breaks down a common mistake in sales management: focusing too much on activity KPIs and not enough on what actually drives revenue.

The reality is it doesn't matter if a rep is making 100 calls a day if they aren't converting.

👉 A rep having fewer but better conversations is a true sign of sales growth.

Results > Activity
Revenue > Busywork
Quality conversations > Volume for the sake of volume

If you’re leading and/or building sales team, this is a mindset shift you can’t afford to ignore.

Listen to the full episode to hear how to balance activity and performance KPIs the right way and build a system that actually scales revenue.

🎧 https://salesfocusinc.com/podcasts/the-sales-focus-podcast-episode-6/

05/05/2026

Not all sales models are created equal and choosing the wrong one can slow down your growth.

This graphic breaks down the 4 most common contract sales models, from independent reps to full-service outsourcing, so you can quickly see the trade-offs between cost, control, scalability, and performance.

Here’s the reality:
👉 Low-cost models often come with limited control
👉 Commission-only teams can create inconsistency
👉 Hybrid models require careful management
👉 Full-service outsourcing delivers structure, accountability, and scalability

The best model isn’t about minimizing cost. It’s about maximizing results. If your goal is predictable growth, it’s worth asking: Do you have a sales team or a sales system?

📊 Take a look at the full article and decide which model aligns with your strategy: https://salesfocusinc.com/contract-sales/