Driven by innovation and results, Sales Focus Inc. under the leadership of Founder & CEO Tony Horwath is transforming the landscape of outsourced sales—empowering businesses to grow smarter, faster, and stronger.

What motivated the founding of Sales Focus Inc., and how has the company evolved over the years?

Sales Focus Inc. (SFI) was founded in 1998 with the goal of helping emerging information technology companies successfully launch their products, enter new markets, and achieve their sales revenue targets. Recognizing the need for a structured and repeatable sales process, I developed and trademarked the S.O.L.D.™ Methodology, which has since been adapted to support businesses across various industries. What began as a one-person operation in my dining room has grown into a global organization with over 250 employees. Over the past 25+ years, SFI has partnered with nearly 2,000 businesses— from startups to Fortune 500 companies—across multiple sectors, recruited and managed more than 12,000 sales professionals, and expanded internationally with the recent opening of our SFI Asia office in the Philippines.

What is the unique value proposition of Sales Focus Inc. in the sales outsourcing space?

Sales Focus Inc. (SFI) stands out in the sales outsourcing space as the industry pioneer with over 25 years of experience. What sets us apart is our commitment to quality, speed, and results. Our sales agents are all US based W-2 employees who undergo rigorous background checks and drug testing, ensuring professionalism and reliability. We also guarantee the launch of any new sales program within 45 days or less, providing businesses with an unmatched speed to market. In addition to brand protection and quality assurance, our in-house lead generation team delivers a continuous stream of high-quality, sales-ready leads tailored to each client’s industry and target market.

With complete control over the lead generation process, we can optimize campaigns in real-time, ensuring seamless alignment between marketing and sales for maximum conversions. This approach enhances transparency, data security and brand consistency, giving businesses the confidence that their outsourced sales efforts will generate lasting success.

Can you share insights into your approach to tailoring solutions for diverse client needs?

We customize our solutions using a data-driven approach, cutting-edge technology, decades of sales expertise, and our proven S.O.L.D.™ methodology. Our adaptability allows us to serve businesses of all sizes across various industries.

Our process begins with a comprehensive analysis of each client’s market, existing sales performance, competition, and goals. From there, we develop a targeted sales strategy designed to maximize revenue and market penetration. We leverage HubSpot as our CRM to ensure seamless lead management and utilize LinkedIn as a key tool for prospecting. By continuously refining campaigns and sales processes, we provide scalable, results-oriented solutions that drive sustainable growth for our clients.

“Accelerate Growth. Maximize Sales. Outsource with Confidence.”

Can you elaborate on your process for building, training, and managing high performing sales teams?

We build, train and manage high-performing sales teams using our proven and repeatable S.O.L.D.™ methodology, which is adaptable to businesses of all sizes and industries.

• S – Study: We start by thoroughly understanding the client’s business, industry, and sales objectives. This ensures that our team gains in-depth knowledge of the client’s products, services, and target market.
• O – Organize: Next, we develop a comprehensive sales plan, establish key performance indicators (KPIs), create necessary sales and marketing assets, and begin recruiting top-tier sales professionals suited for the role.
• L – Launch: On day one, the new sales team undergoes training, meets the SFI management team, and is introduced to the client they will be representing. This phase ensures the team is fully prepared to execute the sales strategy.
• D – Direct: Finally, we actively manage and monitor the sales team’s performance, conducting regular client meetings to assess progress, address challenges, and make data-driven adjustments to optimize results.

This structured approach ensures that our clients receive a well-trained, high-performing sales force that drives revenue growth and long-term success.

What are some common challenges businesses face in sales management and how does Sales Focus Inc. address them?

Businesses face a variety of sales management challenges depending on their size and stage of growth. Sales Focus Inc. (SFI) addresses these challenges by providing tailored solutions that streamline sales operations and drive revenue growth.

• Small Businesses: Many small businesses lack the sales expertise, resources, or time to effectively build and manage a sales team. They often struggle with hiring and training sales professionals or simply don’t have the bandwidth to focus on sales while managing daily operations. SFI provides the experience, infrastructure, and talent needed to grow their revenue, allowing them to focus on running their business while we handle sales execution.
• Medium-Sized & Large Enterprises: Mid-sized companies and Fortune 500 organizations turn to SFI for rapid expansion into new territories and product launches. With our 45-day or less launch guarantee, we help businesses accelerate growth while reducing the time and costs associated with traditional sales expansion.
• Sales Team Support: Many companies, regardless of size, leverage our services for lead generation, lead nurturing, and appointment setting to supplement their internal sales teams. Our expertise ensures a steady pipeline of high-quality leads, improving sales efficiency.
• International Businesses: Companies looking to enter the U.S. market rely on SFI to navigate legal regulations, business compliance, time zone differences, and language barriers. Our expertise in international market entry ensures a smooth and successful transition for foreign brands.

By offering customized, scalable solutions, SFI helps businesses overcome sales challenges and achieve long-term success.

What values and principles guide your company culture, and how do they contribute to success?

Our company culture is built on the core value of accountability—both on a personal and business level. We believe that fostering a culture of responsibility and commitment leads to growth for individuals and businesses alike.

Maintaining accountability across a nationwide organization requires strong and effective leadership. Our executive team sets the standard by leading with transparency, motivation, and a results-driven mindset. By reinforcing these values at every level, from leadership to sales teams, we create an environment where employees take ownership of their roles, stay committed to client success, and continuously strive for excellence.

This culture of accountability not only strengthens internal collaboration but also drives consistent, high-quality results for our clients, ultimately contributing to long-term business success.

Please share us with the leader and the team behind the success of Sales Focus Inc.

Sales Focus Inc. (SFI) thrives under the leadership of a dedicated and experienced team committed to driving success for our clients.