Benjamin Wilson
Katy,TX
Summary
Over the past 25 years, I have successfully led both contact centers and multi-unit sales teams to achieve double-digit sales growth. Specializing in consultative selling methodologies and CRM pipeline management, I leverage both Tableau and Salesforce insights to deliver successful training and coaching programs. As a National Sales Manager, I collaborate with pre- and post-sale development teams, focusing on improving workflow, website messaging, and refining lead forms. With expertise in optimizing sales cycles and leveraging data-driven insights to help execute effective pipeline email blasts, I foster collaborative partnerships with both marketing and merchandising to enhance brand positioning, product mix, and services. I bring a wealth of experience to drive impactful results in dynamic and challenging sales environments
Overview
25
25
years of professional experience
Work History
National Sales Manager
Home Depot
Houston, TX
05.2018 - Current
- Exceeded $100M to $150M sales plans (2020 +11.5%, 2021 +8.2%, & 2022 +9.3%)
- Improved sales execution around probing and value building leading to double-digit comps in average sale value (2020 +10.5% vLY, 2021 +10.8% vLY, 2022 +13% vLY)
- Dramatically improved close rate percentages, through focused training around samples, measure & install services, and CRM follow-up execution (2020 +10.5% vLY, 2021, +8.6% vLY, 2022 +9.1% vLY)
- Increased measure and install penetration in market segments by 23% vLY 2022,
- Managed national sales programs, supervised 120 sales representatives, and evaluated KPIs for promotional opportunities.
- Liaised with marketing and product development departments to maintain brand consistency.
- Forecasted sales and established processes to achieve sales objectives and related metrics.
- Leveraged Salesforce & Tableau reporting to inform collaborative meetings and make data-driven decisions to help grow the business
- Coach scorecards were established to help measure coaching effectiveness by monitoring key metrics
- Implemented performance accountability sessions around MAPS to keep sales consultants accountable monthly
- QA process established in collaboration with the customer experience team to enhance our selling program & improve NPS scores
- Commercial sales team launched in Oct 2019, established a lead form, identified keywords, improved visit-to-lead conversion by 32%, and grew sales revenue to $11M in 2023.
- Commercial Salesforce opportunity flow established to drive timely follow-up and record key business components such as tax-exempt, line of credit, and service provider information.
- Enhanced communication within the sales team through regular team meetings, sales updates, and training sessions.
- Established a high-performance culture by setting clear expectations, providing ongoing feedback, and rewarding top performers.
- Recruited, interviewed, and hired employees and implemented a mentoring program to promote positive feedback and engagement.
- Established a culture of continuous improvement by fostering open communication channels and empowering employees to voice their ideas.
- Cultivated a positive work environment that fostered employee engagement, increased retention rates, and boosted overall team morale.
- Established departmental performance goals and provided feedback for areas of opportunity.
- Assisted with sales and marketing strategies to foster the achievement of revenue goals.
Branch President
My Flooring America
07.2016 - 04.2018
- Improved conversion in by 18% with less traffic leading to $1.46M in revenue (2017)
- Developed sales strategies to foster growth in 2018, by implementing a customer referral and realtor program
- Coached and mentored the sales team on the consultative selling model focused on value-building, solution selling, social proof, overcoming objections, and asking for the sale.
- Conducted in-depth analyses of competitors to identify competitive opportunities to improve our offering.
- Trained staff on how to effectively scope and measure flooring jobs using a laser measure and mobile measure 3 drawing program
- Mentored, coached, and promoted the top salesperson into the store manager's position in Katy, leading to double-digit ops year over year (2017-2018)
- Improved online reviews and was known for relentless follow-up around sales leads
Area Sales Manager
Mattress Firm
02.2012 - 07.2016
- Circle of Excellence award winner as an Area Manager for the entire Gulf Coast Region (2013) +10% increase in same-store sales (2013), +18% increase in same-store sales (2012) +54% increase in same-store units versus previous year (2013)
- Area stores had the highest same-store sales with a +4.63% over the district average in 2013
- Profit margins in my sales area increased by 2% over the previous year (2012)
- Doubled delivery average collection in two of my area stores (2012)
- Four managers in my area achieved over 100% to budget for the 1st and 2nd quarters of 2012
- Million-dollar writer (2013 & 2014)
- Achieved highest margin award in Houston area stores (2014) +57% same-store increase over previous year sales at my Heights location (2013)
- Circle of Excellence award winner as a salesperson for the entire Gulf Coast Region (2014)
Store Manager/M.O.D. Trainer
Mattress Firm
04.2009 - 02.2012
- Area mentor, sales trainer/coach, and the recipient of multiple 100K writer awards
- Exceeded budget by +21% during my first month as Store Manager at Dairy Ashford
- Managed store sales, operations, inventory control, transfers, stock ordering, and daily financials
- Promoted to large store manager with the highest same store comps in Houston (2011)
- Highest profit margin for 2009/2010 financial year with 49.7%, a full 2% ahead of the next manager
- Operated the store with the highest margin in the west district for the 2010 financial year (48.60%), and ranked #1 in secondary rankings for the west district for the same period
District Manager
IFLOOR.Com
06.2007 - 10.2008
- Developed the Midwest from a $4.4 million operation to a $7.2 million operation (2007-2008)
- Setup Illinois locations, hired staff, trained managers, step up distribution center, transfer systems, acquired business licenses, and organized opening inventory (2005-2008)
- Held sales meetings around consultative selling strategies through focused training and role-playing
- Established the transportation logistics system for the Chicago-land locations in my territory
- Managed scheduling, S.O.P enforcement, and other operations-related procedures
- Improved CRM and pipeline follow-up & executed employee development programs
- Responsible for P&L analysis, store assessments, appointment follow-up, competitive analysis, staff development, performance management, recruiting & sales training for seven locations in the Midwest
Education
Bachelor of Arts - Theology
Moody
Chicago, IL05.2005
Skills
- Sales Strategies
- Sales Training & Solution Selling
- Strategic Planning & Competitor Analysis
- Team Development & Performance Monitoring
- Key Account Management
- Recruitment and Selection
- Sales Presentations
- Account Retention
- Pipeline management
- KPI Tracking
- Salesforce & Tableau reporting
- Performance Reviews
- Cross-Functional Collaboration
Summary Of Leadership Capabilities
I excel at sales recruiting, skillfully identifying and fostering consultative selling acumen. With a wealth of experience, I coach both sales supervisors and consultants, emphasizing behavioral opportunities for growth. My strategic focus lies in improving conversion rates and increasing average sales ticket values through the application of value-building techniques and the concept of Reciprocity. As a charismatic leader, I am dedicated to motivating enterprise-level teams, nurturing development within my sales staff, and recognizing top performers. My strong ethical values inform a customer-centric strategic mindset, guiding wise decisions that benefit both the sales team and the company at the enterprise level.
Highlights And Key Achievements
- Accumulated 25+ years of sales management and mentorship experience.
- Managed 130+ salespeople and up to 6 sales supervisors at GCC.
- Successfully built a commercial sales team from scratch in 2019, projecting $11M in 2023 sales.
- Implemented a successful consultative selling program at GCC from 2019 to 2020.
- Consistently exceeded $100M to $150M sales plans for 5 consecutive years with double-digit comps.
- Designed numerous Salesforce CRM reports and Tableau dashboards for insightful analysis.
- Actively served as the MC and organizer for President’s Clubs from 2020 to 2023, emphasizing frontline rewards and recognition.
Timeline
National Sales Manager
Home Depot
05.2018 - Current
Branch President
My Flooring America
07.2016 - 04.2018
Area Sales Manager
Mattress Firm
02.2012 - 07.2016
Store Manager/M.O.D. Trainer
Mattress Firm
04.2009 - 02.2012
District Manager
IFLOOR.Com
06.2007 - 10.2008
Bachelor of Arts - Theology
Moody
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