The Steve Landry Principles of Sales Success

We’re publically celebrating sales expertise this month at IB, and what better way to do that than to profile a couple of proficient salespeople and share a couple of their secrets for success in a competitive market?

The Employer Group (TEG), a Madison-based professional employer organization (PPO) serves as a co-employer with area companies; it provides payroll and HR services and provides the co-employees with benefits such as health, dental, vision, life and disability insurances, as well as flexible spending accounts and 401k accounts. TEG measures success in terms of client count, and Controller and CPA Eric Lowry said the company was “treading water” from 2006 until Steve Landry was hired as the company’s sales manager in March 2009.

Lowry explained, “Our employee count dropped by 190 bodies. We lost a couple of clients, mainly due to clients downsizing their workforce. We did add a few small clients during the time; however, our growth was non-existent.”

Since Landry’s hiring, the company, Lowry said, “added 351 bodies to the PEO as a direct result of Steve’s efforts. This represents 15% of our current employee count for our core business. In 20112 alone, Steve added 141 new client employees. We budgeted for him to add 80 employees and he exceeded his sales goal by 76%.”

Landry’s Four Principles of Sales Success

We asked Lowry to huddle with his colleagues and tell us HOW Landry was able to do what he did. What’s his key to success? Here, in a nutshell, is the answer:

  1. The partnership approach: “Steve calls this his ’50 different clients, 50 different ways’ approach” said Lowry, to figuratively become a business partner with client companies, “even if that means that we at TEG must develop new processes and tools to assist the clients with their goals.”
  2. Continued contact: “His desire to work with each client does not end once the contract is signed,” Lowry said. “Steve also will take time to mentor internal TEG employees so they have a good understanding of the business; he takes [our other staff members] to the client site to meet the clients and the co-employees.
  3. He circles back to the Management Team. “Steve not only assists with business decisions to help grow TEG, but is constantly bringing ideas forward to improve client relations and the services that we provide.”
  4. Landry builds community. “Steve believes he can’t build our business without also showing a strong commitment to the community where TEG and our clients do business.” He’s a member of the Madison Rotary, serves on the board of the Dane County Ronald McDonald House and Madison College School of Business. He formed a collaboration between TEG and Habitat for Humanity of Dane County to help build a Habitat Home (and worked on that house alongside his family members).

Congratulations to Steve Landry, not only for what he does so well, but for earning such respect from his colleagues – and thanks to Eric Lowry, for bringing Landry’s work to our attention.

Watch for my column in the July issue of In Business magazine, when I’ll profile another salesperson who has earned bragging rights as one of the best!

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