Lennox: Innovative Strategy for Onboarding Successful Territory Managers
Presenter: Vickie Ashmore,
Manager of Curriculum Design & Development
Tuesday, May 16, 2017
2100 Lake Park Blvd.
Richardson, TX 75080
(3 story building @ corner of Coit & Campbell)
Members - Free
Non-Members - $25
Vickie Ashmore is the Manager of Curriculum Development at Lennox Industries and leads a team of exceptional Instructional Designers. Her numerous leadership positions over 28 years at Lennox include Dealer Business Consultant and Marketing Manager for the Eastern, Canadian and Southeastern sales Regions. She has a degree in Finance and Marketing from UTA.
We hire great sales people at Lennox, but no matter how many blue-chips we recruit, they still have to be trained to become true professionals. Every pro athlete trains hard. The same applies to sales personnel. Great salespeople are made, not born.
In order to succeed in the Territory Managers (TMs) leadership role, our salespeople must master both building relationships and selling HVAC equipment to contractors. This learning curve often takes as long as two years. Prospective TMs must literally learn on the job. It’s the classic catch-22.
To keep our new salespeople motivated, we have developed a custom curriculum that blends online and instructor-led classes and made it all available 24/7 through our Learning Management System. The goal is to increase our sales productivity in the shortest possible time.
Does it work? We tracked total sales revenue and the percentage of sales quota achieved by program graduates versus non-graduates. Over three years, sales revenue for graduates is 7% higher and quota achievement has improved by 10%.
You don’t want to miss this session to learn about Lennox’s innovative strategy for onboarding successful Territory Managers.