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. It doesn’t have to be that way. A good activity management program is within the reach of any Read More

I had a really powerful conversation with a friend of mine a few days ago. He’d just left his position of several years, managing a sales force selling to (through) independent dealers in his industry, both small and medium sized. He’d done a nice job. His division had posted Read More

Mission, KS, July 6, 2015 – Troy Harrison has been developing winning sales forces for over 15 years, first as a sales manager, and then as a sales management consultant.  In that time, he spotted one big weakness in sales management:  There are precious few books available Read More

Good sales managers spend a significant portion of their time on the coaching and development of their salespeople.  This is your opportunity to become a difference maker in your salespeople’s career.  Something you need to understand is this:  Your entire value to your company Read More

Recently, while perusing discussions on my LinkedIn groups, I saw a statement that can only be described as a doozy:  another sales trainer posted, “I can teach you to build a relationship, based on trust, that will last a lifetime, and accomplish that within a 30 minute sales Read More

How strong are your customer relationships?  You’re probably answering, “very strong,” “our customers love us,” or words to that effect.  That’s great.  Now answer this question: “What percentage of your customer base would allow you one big mistake and continue doing business Read More