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Troy HarrisonSalesforce Solutions

President


Troy Harrison is President of SalesForce Solutions, and author of “Sell Like You Mean It.” Phone 913-645-3603 or visit www.SalesForceSolutions.net for more info.




Article
5 SALES MANAGEMENT POWER PLAYS   26 May, 2016
By: Troy Harrison

I love sales management. Until I started my own business, sales management was my favorite job. Unlike some sales authors, I have real respect for sales managers. But – let’s be honest. Sometimes you can get a bit stale in the job. I’ve been there, too. So, if your sales department is...more >>

Article
Are You Defining Success Correctly?   28 Apr, 2016
By: Troy Harrison

Recently, I was engaged in a debate with someone in one of my training classes. The salesman that engaged me was a good guy; well intentioned, but like a lot of salespeople, he’d been trained to use some bad techniques.

Article
How to Use Social Media in Successful Prospecting   4 Apr, 2016
By: Troy Harrison

Is there any part of business selling that’s more talked about these days – or less understood – than social media? Ever since LinkedIn came on the scene, various trainers, consultants, and other assorted “experts” have been telling salespeople that the magic button they sought – the...more >>

Article
Hire with Your Head   23 Feb, 2016
By: Troy Harrison

Are you hiring with your head or your gut? When it comes to hiring salespeople, the majority of bad or mistaken hires are caused by hiring with the gut rather than the head. Why is this? Let’s look at a few misconceptions, and how they can ruin the hiring process:

Article
The # 1 Way to Get More Profit Out of Your Salespeople This Year   6 Jan, 2016
By: Troy Harrison

How do you evaluate your salespeople? You should be looking at your salespeople as profit generators instead of revenue generators. The number one measure of a saleperson’s effectiveness (or a sales force’s effectiveness) is year-over-year profit dollar gain.

Article
What’s on Your (Sales) Radar Screen?   2 Dec, 2015
By: Troy Harrison

“It’s nothing, don’t worry about it.” Those words, uttered by one Air Force lieutenant, literally changed the course of history. The lieutenant was the command officer in charge of the brand-new radar station on Oahu, Hawaii, on the morning of December 7, 1941.

Article
Are You Spending Your Management Time or Investing It?   1 Nov, 2015
By: Troy Harrison

The word “investment” and the closely related word “spend” really do have heavy bearing in the world of sales management. According to Webster’s, ‘invest’ means to “expend money with the expectation of realizing a profit

Article
Sales Tools & What Makes for a Good Business Card   5 Oct, 2015
By: Troy Harrison

We salespeople spend a lot of time talking about “sales tools.” More to the point, many salespeople (maybe you) spend a lot of time complaining and whining about the lack of sales tools (or perceived quality of our sales tools) that the boss provides us.

Article
Solving Sales Problems Through Activity Management   31 Aug, 2015
By: Troy Harrison

Too many companies fail at creating a strong, high performance sales force. The most common reason is that the managers work from instinct and results, rather than process and activity.

Article
Simplifying the Sale   3 Aug, 2015
By: Troy Harrison

I might be betraying my profession a bit with this article. You see, trainers and consultants love to make the simple things complex, and the complex things downright indecipherable.

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