Congratulations to SXC Health Solutions, a Productive Strategies client that Fortune Magazine recently ranked #1 on its 2011 “100 Fastest Growing Companies” list. SXC management credits the key role that FOCIS, our consultative sales training course, played in the company’s recent rapid growth. (See “The Billion Dollar Sale” at https://productivestrategies.com/billion-dollar-sale.aspx.) FOCIS teaches the behaviors of the very best salespeople, the 20 percent who bring in 80 percent of the business in companies and professional services firms. Working with SXC sales representatives and executives during the course, our consultants also developed a customized sales process for the company.