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Company: Lennox Industries, Richardson, TX
Company Description: Lennox Industries has been built on a heritage of integrity, quality and innovation dating back to 1895. We are a leader in the indoor comfort industry. Our innovative solutions include energy-efficient air conditioners, furnaces and heat pumps, as well as a variety of other indoor comfort and air quality products and services.
Nomination Category: Sales Awards Department Categories
Nomination Sub Category: Sales Department of the Year - Industrial & Manufacturing

Nomination Title: Lennox Industries Residential Sales Team

Tell the story about what this nominated department achieved since the beginning of July 2012 (up to 525 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:

Record Breaking Performance

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, LII has experienced an increase of 12% market share and our stock price has more than doubled from $41 to $86 per share since July 2012.

Lennox Industries has achieved or exceeded sales plan for 6 straight quarters. Since July 2012, Lennox Industries performed with a 19.5% top line revenue growth, at a constant margin rate, compared against an industry performance of just 12.5%. We are outpacing our competition and growing our market share.

This performance is record breaking for Lennox Industries and it took the efforts of the entire 722 North American member sales team. In fact, over the past 18 months, we had 73% (221) of our sales territories and their managers grow over the prior time period and 100% (32) of our districts grow as well. The average growth rate of those who grew was over 33% growth. Also, over the past 18 months, 56% (164) of our territory managers beat their quota and 80% (29) of our districts exceeded quota. The average % to quota for those that hit 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.

To highlight some additional specifics, our sales force has signed on approximately 2,000 new customers. And, our formal new customer program has grown sales by $115M in 2012 and $125M in 2013. We also have developed new and grown our existing strategic partnerships by $10M in 2013. And, our national accounts doubled in volume in 2012 to $14.5M with growth of an additional $3M in 2013. These partnerships and national accounts are with some of the largest retailers, home warranty companies and rental agencies within the US and Canada. They represent a new way for Lennox to go to market beyond the traditional relationships we grow with our network of dealers and builders.

With our consistent strategy of becoming a world class sales organization, the Lennox Industries sales team has exceeded company, market and shareholder expectations. We believe that the fundamentals of strategy and culture, customer management, talent management and sales operations are the key building blocks for ensuring our success each and every year.

Please review the attached documentation as it will further describe our pursuit of being a world class sales organization and a leader in our industry.

Provide a brief (up to 125 words) biography about the leader(s) of the nominated sales organization:

Mike Hart has been with Lennox since 1994 and is the current VP of Sales. Mike has over 30 years of experience in sales, sales leadership, sales management, brand management and coaching primarily in the HVAC industry. He is a board member of the AHRI Education and Training Committee and at the University of TX, Dallas marketing department. Mike has a B.S. in Business Management and Marketing from the University of Maryland. He spends his time profitably growing and exceeding sales, margin and earnings objectives, implementing effective people processes, creating a culture of growth, accountability and teamwork, improving productivity and efficiency, providing effective sales leadership and coaching, as well as exceeding market share objectives. His 722 member sales team is responsible for $1.5B in revenue.