John Kenney
John Kenney
John Kenney serves as Senior Consultant at Sales Benchmark Index (SBI). John brings more than 20 years of direct sales and sales management experience to his consulting role. His recent client list includes: Hewlett Packard, Phillips 66, Motorola Solutions, and Sanofi BioSurgery.
7 Barriers to High Employee Engagement
The annual employee engagement survey (EES) scores are out. It’s no surprise that Sales ranks at the bottom – as always. Sales leaders and...
How to Turn ‘B’ Players into Top Sales Performers
Sales people are difficult to retain. Good salespeople are hard to find. The demand for experienced top-tier salespeople is extremely high. This is a...
10-Point Inspection for Top Sales Performance
January is over. The first monthly commission statements will soon be in your sales reps' hands. A strong leading indicator for a successful year is...
Top Priority: Retaining Top Sales Reps
Top sales performers share a common trait – relentless time management. This is the story of my day last week with the #1 sales...
Questions Top Sales Reps Ask in a Job Interview
A few years ago, I interviewed Brent for a B2B sales rep job. Like others, he gave solid answers to my questions about his...
How Top Sales Reps Stay on Top
Top sales reps share a common trait. They are determined to keep getting better. That explains the runaway success of a post by Steve...
10 Conversations to Retain Millennial Sales Talent
Entering 2014, Sales and HR leaders face new trends causing turnover with top talent. The impact of generational differences can be profound. As reported recently...
The Rise of the Agile Performance Review
The traditional annual review process is a waste of time. Most HR and Sales leaders who just completed this mid-year chore would agree. It...
Gamification: The Secret to Accelerate Onboarding
Slow ramp time for new hires is lethal. Sales leaders will not Make the Number if they fail to rapidly onboard new talent. The...