Vistage Research Center

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Troy Harrison

  • Rethinking sales activity management

    Rethinking sales activity management

    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 ever-changing world of sales may require my own viewpoint to evolve. It is getting

  • 5 effective tips to make employee training stick

    5 effective tips to make employee training stick

    Lately, it’s seemed fashionable for a lot of sales trainers to write articles about “why sales training doesn’t work,” which of course allows them to slyly inject why THEIR sales training is the only sales training that could have a possibility of working, in this and all other imaginable worlds. I think I’ll stay away

  • 5 Ways to Best Transition a Sales Account or Territory

    5 Ways to Best Transition a Sales Account or Territory

    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 relationship to start another.  Comfortable customers buy; one of the most uncomfortable moments for a

  • Five Steps to Successful Telephone Prospecting

    Five Steps to Successful Telephone Prospecting

    To paraphrase Mark Twain, “The rumors of telephone prospecting’s demise are greatly exaggerated.” There’s a reason for that.  Today’s plethora of social networking tools have fed this fire, telling salespeople that if they only Tweet enough, customers will beat a path to their door.  There’s only one problem – it doesn’t work. The good news

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