How to Turn Around a Company with Sales Problems

Hugh Hornsby’s journey is a testament to the power of resilience and determination. Diagnosed with epilepsy at a young age, Hugh faced numerous challenges, from navigating misunderstandings about his condition to dealing with the limitations others tried to impose on him.

Instead of succumbing to these difficulties, he internalized his mother’s advice never to let anyone, including himself, hold him back. This mindset became the cornerstone of his approach to life and business.

From a young age, Hugh fought his battles and mentored others who faced similar struggles. His experiences led him to develop a passion for helping others unlock their potential, a passion that would shape his career and leadership style.

His ability to turn adversity into a source of strength and his commitment to empowering others became the foundation for his success in building people-based businesses.

The Power of Inclusive Leadership

Hugh’s leadership philosophy centers on the idea that businesses succeed when people are empowered. This belief took root during college when he founded a fraternity that broke away from traditional labels and focused on inclusivity.

By allowing everyone to thrive, Hugh created a fraternity that quickly became one of the largest and most successful on campus.

This experience was a precursor to his later work in business, where he applied the same principles. Hugh’s approach to leadership is about more than just achieving business goals; it’s about aligning those goals with the personal aspirations of his team members.

By helping his employees achieve their personal best, Hugh ensured they were motivated, engaged, and committed to the company’s success.

Learning from Failure and Pursuing Excellence

Hugh’s journey wasn’t without setbacks. Early in his career, he struggled in sales, working hard but not seeing the desired results. It wasn’t until he discovered the teachings of Earl Nightingale and Larry Wilson that he began to see a shift. By embracing consultative selling and focusing on adding value to his clients rather than just closing deals, Hugh quickly became the top salesman in his company.

This experience taught Hugh the importance of continuous learning and personal development. He realized that success in sales or any field requires more than effort; it requires a commitment to understanding others’ needs and finding ways to meet them effectively.

This shift in mindset transformed his career and became an essential element of his leadership philosophy.

Building People-Based Businesses

In the business world, Hugh found that the principles he had developed, resilience, empowerment, and a focus on people, were the keys to turning around struggling companies. His success in leading ten business turnarounds is a testament to the effectiveness of these principles.

Hugh’s approach is rooted in the idea that businesses are made successful by their people. Hugh created environments where the people and the industry could thrive by investing in his team members, helping them develop their skills, and aligning their personal goals with the company’s objectives.

Transforming Challenges into Opportunities

When faced with the daunting challenge of revitalizing an aging industry, Hugh didn’t just think outside the box.

He built a new one. Recognizing that the traditional industry hiring approach failed, Hugh boldly questioned the status quo. His insight? The conversation needed to change.

Hugh’s strategy was simple yet profound: rather than limiting the talent pool to those already within the industry, he expanded his search, bringing in people from all walks of life. Some were from as far afield as lawnmowers and even those who had spent time in prison.

The result?

A diverse and exceptionally driven team, one of these unconventional hires became the company’s top salesperson.

This hiring shift wasn’t just about filling positions and reshaping the company’s culture. Hugh’s approach challenged the industry’s long-standing norms and paved the way for a more inclusive and dynamic workforce.

Empowering a Team Amidst Adversity

Many in the industry were ready to give up when the pandemic hit, but Hugh saw an opportunity.

He doubled down with his newly assembled team, insisting that the crisis was a chance to outpace the competition. He empowered his team to take ownership of the company’s CRM, making unprecedented calls and telling a new, compelling story about Everflow.

Transforming a Company

Building a company isn’t just about the numbers. It’s about the people behind those numbers.

Hugh learned this firsthand when he helped grow a company from $65 million to $155 million in just three and a half years. But for Hugh, the real victory wasn’t just the financial success; it was watching his team evolve into industry leaders.

The secret?

Shifting the focus from the company to the individual, Hugh didn’t just hire employees; he invested in people who were often overlooked, those who might have been stuck in life, or even those with unconventional backgrounds. He empowered them to see beyond their circumstances, believe in their potential, and take ownership of their success.

One of the most powerful lessons from Hugh’s experience is the importance of personal growth. By fostering a culture where employees are encouraged to build their brands alongside the company’s, he created an environment where success was measured not just in profits but in the personal achievements of every team member.

This approach doesn’t come without its challenges. Growing a company at this pace requires constant adaptation and a willingness to confront brutal realities. Hugh’s journey wasn’t just about scaling a business but ensuring everyone involved felt part of something bigger than themselves.

Hugh transformed a struggling company into a thriving enterprise through consistent training, encouragement, and empathy-based leadership.

Coaching Up or Coaching Out

Balancing motivation and accountability is challenging for any sales leader, especially when dealing with underperforming reps. Hugh emphasizes the importance of either coaching someone up or coaching them out. He recognizes that many organizations fail to provide proper coaching, often leaving reps to figure things out independently.

However, Hugh believes in taking a proactive approach, giving reps the support they need to succeed while also being clear about expectations. If improvement isn’t possible, the decision to part ways is handled respectfully, ensuring that even those who leave feel valued.

Building a Team Beyond Transactions

Hugh’s approach to sales leadership goes beyond just hitting numbers. He believes in creating a sense of belonging and purpose within his team. Instead of fostering a culture of lone wolves, he encourages collaboration and shared goals.

For Hugh, high-performing teams aren’t just about making sales; they’re about building relationships and being part of something larger than themselves. This philosophy drives better results and creates a more fulfilling work environment for his team.

Navigating Tough Decisions with Empathy

Hugh shares a poignant story about nearly letting go of a rep, Britt Thompson. After the difficult decision, Hugh asked Britt if he genuinely wanted to succeed in the role. After hearing Britt’s passionate commitment, Hugh gave him a second chance, which led to Britt becoming one of the top performers.

This experience underscores Hugh’s belief in the power of desire and the importance of allowing people to prove themselves as long as they are willing to do the necessary work.

Putting People First in Business

While businesses must look out for their bottom line, Hugh advocates for a people-first approach. He argues that when employees feel genuinely cared for and part of something meaningful, they’re likelier to stay and thrive within the company. Even when tough decisions must be made, Hugh ensures that those who leave feel respected and valued, giving a positive impression of the company.

Conclusion

Hugh Hornsby’s journey illustrates the transformative power of resilience, inclusive leadership, and a people-first approach in business.

By turning personal adversity into a source of strength, Hugh has consistently emphasized the importance of empowering others to unlock their potential. His leadership philosophy, centered on collaboration and shared goals, has driven business success and fostered an environment where individuals thrive.

Hugh’s story reminds us that real success comes from investing in people, building them up, and creating a culture where everyone feels valued and part of something greater than themselves.

Transform your business by unlocking your team’s full potential with Hugh Hornsby’s people-first approach.

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