Hodges-Mace, an innovator in benefit management software and services, announces Ashley Ferguson has been named a 2019 Top 20 Woman in Benefits Advising.  Ashley joined the firm in 2017 as Senior Vice President of Sales where she manages the company’s entire sales team including three regional vice presidents, inside sales and the director of sales operations.
 
This annual contest is sponsored by Employee Benefit Advisor Magazine and recognizes women in the benefits space who are at the forefront of improving benefit and healthcare plans for employers, advising influential leaders and innovating a transforming industry. Winners are selected by the magazine’s editors and highlighted here.  Recipients will also be featured in the July/August 2019 print issue and recognized during the upcoming Workplace Benefits Mania conference in Las Vegas July 22-24.
 
Nominated by Co-CEO, Greg Hodges, Ashley has driven record sales revenue by aligning  regional sales teams, implementing a new sales methodology and fostering a culture of accountability that enables salespeople to consistently exceed their revenue goals.  Last year Hodges-Mace’s sales revenues grew 21% from 2017 and current sales revenues are tracking significantly higher than 2018.
 
According to Ashley, the best part about being in sales leadership is seeing a team achieve their goals. “My proudest moments are seeing a salesperson sell their first deal, break through with a referral channel, get promoted or exceed a yearly revenue target or financial goal that positively affects their personal life.”
 
New Sales Best Practices Drive Positive Change
 
Private companies often monitor sales activity throughout the year, but wait until year-end to grade personal and company performance.  To reverse this tendency, Ashley introduced a monthly and quarterly goal orientation to the sales team, which requires disciplined adherence to new processes.
 
In addition to monitoring all aspects of activity, Ashley has focused on improving the sales pipeline flow in general.  Ashley has introduced processes that are enabling the sales team and the entire company to communicate more effectively.  According to Greg, by instituting best practices, Hodges-Mace is expected to bring in 100 new clients in 2019 – all large, complex employers from different areas of the country.
 
Mentoring Fosters Success
 
Ashley is a strong supporter of women in business and works closely with the Director of Sales Operations, Emily Marcinko.  She has taught Emily leadership skills including the value of taking on new projects, as well as the importance of recognizing the efforts of everyone on her team.
 
According to Ashley, the biggest challenge of being a woman executive in the benefits space is that there are so few role models.  “I was fortunate to have great women mentors who provided guidance, so I believe strongly in paying it forward.  Successful women need to do a better job telling their success stories so future generations know it IS possible to succeed.”