Frequently Asked Questions about Fusion
Q: What is Fusion partner exclusivity?
A: Fusion "partner exclusivity" means we deploy a sales force to "exclusively" represent our partner's product or service portfolio. We will not compete against ourselves. Competitive products and services are not sold by this team, so the partner is guaranteed dedication at 100% and the resulting incremental revenue.
Q: What is the value of industry-specialized sales teams?
A: Part of the fusion value proposition is focused on our world-class recruitment services and ability to attract and retain the best industry-specialized sales teams in the nation. The team's collective product and service knowledge and solid record in high-performance sales ensures optimized speed to market, increased market share, and mutually beneficial bottom line results.
Q: Do you draw from your existing sales force for new clients?
A: No. We field dedicated sales teams for each sales deployment. This ensures that we focus 100% on driving revenue for each client.
Q: How can a prospective client be sure that you're fielding high-quality people?
A: Each industry has its unique requirements. Fusion matches each hand-picked sales executive to each client's profile of what a successful sales person must "look like." Without exception, we will only hire to that profile and with good reason: as a 100% variable sales channel, we can't afford to make hiring mistakes. Fusion's proprietary candidate sourcing and talent selection processes ensure that we identify and hire top sales talent to get the job done.
Q: How does Fusion support sales in highly specialized areas?
A: At Fusion, we believe in taking the time to train our people. We typically partner with clients on product training for our initial deployments. Fusion covers all costs associated with this training, and our compensation structure ensures that our people are well-remunerated while they are building their territories. Our in-house training department facilitates capturing best practices and disseminating this information across the sales force.
Q: Does Fusion control the client's marketplace?
A: No. Fusion becomes an extension of the client's existing sales force. We report to our partners regularly with pipeline and forecasting information and surface competitive and market issues to make the necessary course corrections. We want the client to stay in touch with the Fusion market segment. We generally use the client's e-mail, voicemail, and internal reporting systems to facilitate communication and drive the business process.
Q: Who manages the Fusion sales team?
A: Fusion provides top managerial talent and the necessary infrastructure to direct each client's dedicated sales channel. This includes sales managers who run the day-to-day sales strategies and tactics of our deployed sales teams. Fusion's program managers act as liaison, managing the relationship between Fusion and the client and ensuring optimal communication for optimal incremental revenue.
Q: How does the Fusion team interact with the client's sales team and avoid channel conflict?
A: Experience has given us the necessary insight to assess the best ways that our sales teams can work with our partners' existing deployments. Typically, we are deployed to complement the efforts of the partner's in-house sales team, addressing underexploited opportunities, conceded territories, new product and service launches, and post merger and acquisition sales efforts that drive incremental sales. In this context, all of the territorial considerations are worked through and the rules of engagement are defined. Our Service Offerings section will shed more light on how we work.