Articles posted by Stephen Hensley

All posts by Stephen Hensley

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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

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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

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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

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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

Comments Off on EXECUTIVE COACHING – SALES STATIC

EXECUTIVE COACHING – SALES STATIC

The Situation A highly successful executive in the hospitality industry finds his annual sales growth in a great position. The executive leader feels like more could be achieved. Based on a referral from an industry peer, Steve was hired to close additional gaps in performance. The Intervention Working closely with the executive leader, Steve conducted … Continue reading EXECUTIVE COACHING – SALES STATIC

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MANAGING AND WINNING WITH CUSTOMER RETENTION

The Situation A major consumer goods company recognized a large attrition with its new customers. While the company was extremely successful with its prospecting efforts, they found a number of significant gaps with retention of these new customers. The Intervention Steve worked with the company’s senior leadership team to create a multifarious approach to increase … Continue reading MANAGING AND WINNING WITH CUSTOMER RETENTION