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Lennox Industries Territory Sales Team

Gold Stevie Award Winner 2012, Click to Enter The 2014 American Business Awards

Company: Lennox Industries, Inc., Richardson, TX
Company Description: The residential business unit of Lennox Industries, the largest business unit within Lennox International Inc. (NYSE: LII), is responsible for $1.5B of the $3.1B in sales within the LII portfolio. Led by record growth and performance by Lennox Industries, our stock price has increased another 10% from $86 to $94 per share since July 2013.
Nomination Category: Sales Awards Team Categories
Nomination Sub Category: Field Sales Team of the Year

Nomination Title: Lennox Industries Territory Sales Team

Tell the story about what this nominated team achieved since the beginning of July 2013 (up to 650 words). Focus on specific accomplishments, and relate these accomplishments to past performance or industry norms. Be sure to mention obstacles overcome, innovations or discoveries made, and outcomes:

Lennox Industries has achieved or exceeded sales plan for 14 straight quarters. Our revenue over the past three years has grown consistently from $1.16B in 2012 to $1.51B in 2014 despite the economy and weather patterns not always being in our favor.

This performance is record breaking for Lennox Industries and it took the efforts of the entire 756 North American member sales team. In fact, over the past 18 months, we had 81% (158/196) of our sales territories and their managers grew over the prior time period and 94% (31/33) of our districts grew as well. The average rate of those who grew was over 12% growth. Also, over the past 18 months, 63% (123/196) of our territory managers beat their quota and 63% (21/33) of our districts exceeded quota. The average % to quota for those that reached their quota was over 123%. This outstanding performance did not happen by a few key members of the team alone. It took the efforts of the entire sales team, the leadership and all of the supporting personnel at Lennox Industries.

The Territory Sales team are the direct line to the customer (dealer) that are out in the field meeting daily with customers to sale our products. They work hard to meet the needs of the dealer in a timely manner so the dealer can meet the needs of the residential customer. They have a very structured sales process, coaching process, onboarding process as well as identifying opportunities process (explained in detail in supporting documentation)that helps keep the team consistent all over the US and Canada so our customers see the same face no matter where they are located.

Annually, the sales teams meet for their yearly kick-off meeting that involves training on new products, software or processes that will help us grow our business. The teams also determine yearly targets and share best practices that drives the business to improvement year over year.

To highlight some additional specifics, our sales force has more than doubled our new customer sales in 2014 versus 2013 ($268M versus $125M) by adding 1,070 new customers over the past year. With our consistent strategy of becoming a world class sales organization, the Lennox Industries sales team has exceeded company, market and shareholder expectations year over year. We believe that the fundamentals of strategy and culture, customer focus, new employee training and coaching, talent management and sales operations are the key building blocks for ensuring our success each and every year.

Our face-to-face territory sales team is the driving force to the success we have seen in 2014 and in years past. We know without their hard work and dedication to the dealers they sale to as well as the knowledge they have of our products, Lennox Industries would have experience the record breaking sales this past year.

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