Troy Harrison, Author at Vistage Research Center

Rethinking sales activity management

Troy Harrison — Mon, 13 Jun 2016 16:45:01 +0000

I’ve never liked sales activity “point systems.” I’ve always looked at them as a crutch for management that couldn’t simply lay out a road map for salespeople to succeed. I still think I’m partially right, but I also think that...

The post Rethinking sales activity management appeared first on Vistage Research Center.

7 steps to build a sales culture in your organization

Troy Harrison — Tue, 19 Jan 2016 13:14:52 +0000

In my years of experience working with (and for) companies large and small, I have discovered that there is a common element to the most successful businesses. The most successful companies have a sales culture. A “sales culture” is a...

The post 7 steps to build a sales culture in your organization appeared first on Vistage Research Center.

5 Ways to Best Transition a Sales Account or Territory

Troy Harrison — Wed, 17 Jun 2015 09:00:49 +0000

What’s the best way to transition a sales account? It’s a good question. Handing off accounts – or transitioning territories – is a potentially touchy task. Our salespeople build relationships with customers, and for whatever reason, we are severing one...

The post 5 Ways to Best Transition a Sales Account or Territory appeared first on Vistage Research Center.

How to Pay Your Salespeople

Troy Harrison — Mon, 11 Aug 2014 06:09:31 +0000

It’s one of the most common questions that I’m asked. “Troy, how should I pay my salespeople?” Most of the time, I demur, because paying salespeople is a complicated topic with many particulars that depend on your company and situation. ...

The post How to Pay Your Salespeople appeared first on Vistage Research Center.

Giving Your Sales Force a Checkup

Troy Harrison — Thu, 19 Jun 2014 10:32:04 +0000

Are you getting the results you want from your sales force? If not, maybe it’s time to give yourself a checkup. You do that for your own health – why not do it for your sales health, too? Of course,...

The post Giving Your Sales Force a Checkup appeared first on Vistage Research Center.