Articles posted by Stephen Hensley

All posts by Stephen Hensley

0 comment

Stephen Hensley’s 15-Point Manifesto for Sales Performance – Point #7

Stephen Hensley’s 15-Point Manifesto for Sales Performance – Point #7 Individuals thrive with autonomy, but teams thrive with camaraderie One of the biggest challenge’s leaders face is providing the right amount of autonomy for their sales professionals. If you provide too little autonomy, you’re a micromanager. Provide too much autonomy, you lack control for performance. … Continue reading Stephen Hensley’s 15-Point Manifesto for Sales Performance – Point #7

0 comment

Stephen Hensley’s 15-Point Manifesto for Sales Performance – Point #6

Stephen Hensley’s 15-Point Manifesto for Sales Performance – Point #6 You don’t have diversity unless you treat everyone differently. Diversity is always the topic of discussion for most businesses that want to grow and be successful. You must be able to gain fresh perspectives to get your team or business outside the box. If you … Continue reading Stephen Hensley’s 15-Point Manifesto for Sales Performance – Point #6

0 comment

Stephen Hensley’s 15-Point Manifesto for Sales Performance – Point #5

Stephen Hensley’s 15-Point Manifesto for Sales Performance – Point #5 Stop hiring on the premise that you can turn anyone into a sales performer. Here are three internal best practices, bringing leaders to focus on quality hires versus bodies to fill seats.     I find many leaders will sacrifice time, energy, and effort to keep … Continue reading Stephen Hensley’s 15-Point Manifesto for Sales Performance – Point #5

0 comment

Stephen Hensley’s 15-Point Manifesto for Sales Performance – Point #4

Stephen Hensley’s 15-Point Manifesto for Sales Performance – Point #4 No team should be intact for over six months before you change it. Three reasons your sales team should be shaken up within every six months if you want to be successful!    The sales profession is constantly influx because of fluid environments and constant … Continue reading Stephen Hensley’s 15-Point Manifesto for Sales Performance – Point #4

0 comment

Stephen Hensley’s 15-Point Manifesto for Sales Performance – Point #3

Stephen Hensley’s 15-Point Manifesto for Sales Performance – Point #3 Motivating your sales team isn’t workable, you must inspire them Here are three internal best practices, bringing leaders to target inspiration and leaving motivation to the sales employee. Leaders will often look for additional ways to pay for performance in an effort to motivate their … Continue reading Stephen Hensley’s 15-Point Manifesto for Sales Performance – Point #3

0 comment

Stephen Hensley’s 15-Point Manifesto for Sales Performance – Point #2

Stephen Hensley’s 15-Point Manifesto for Sales Performance – Point #2 You should focus 10% on results and 90% on behaviors and process. Here are three internal best practices, bringing leaders to leverage behavior and process over results. Leaders tend to focus on results which is understandable. When you run a for-profit business, the results are … Continue reading Stephen Hensley’s 15-Point Manifesto for Sales Performance – Point #2

Comments Off on SALES GROWTH

SALES GROWTH

The Situation A successful company in the retail industry found its annual sales growth down 23% after decades of positive growth. The company searched vigorously to figure out why sales had decreased and what solutions could be found to regain its strong position in the marketplace. Based on a referral from a similar company, Steve … Continue reading SALES GROWTH

Comments Off on Turning your Sales Team Around – 3 Leadership Keys

Turning your Sales Team Around – 3 Leadership Keys

If you have worked with as many sales professionals as I have, you’ll find that poor performance typically starts with leadership. There are 3 key areas that separate the bad from the good. Before you stop reading, just remember, this could be you. Ok, I hope you’re ready to put yourself in a position to … Continue reading Turning your Sales Team Around – 3 Leadership Keys

0 comment

EMPLOYEE RETENTION

The Situation A major commodity company recognized a significant employee retention opportunity within many of its satellite locations. While it was very successful in its retention efforts at the corporate office, they recognized a number of gaping discrepancies between the satellite offices. The Intervention Steve worked with the company’s executive leadership team to create a … Continue reading EMPLOYEE RETENTION