While most sales trainers teach techniques to individual salespeople, Troy Harrison builds complete sales organizations — helping B2B owners hire better, manage smarter, and sell more effectively in the modern buying environment. No scripts. No manipulation. No franchise. Just one expert, one philosophy, and results that hold.
Here is what I believe, and have believed for thirty-six years in this profession: the problem is almost never the salespeople.
It’s the system they’re operating in. The structure that was assembled rather than designed. The compensation plan that rewards the wrong behaviors. The hiring process that runs on gut feel and optimism. The sales approach that hasn’t been updated since the internet changed everything about how buyers make decisions.
Sales training that ignores all of that and just teaches closing techniques is selling you something you don’t actually need. I’m more interested in diagnosing what’s actually broken — and fixing it.
Who I Work With
I work with CEOs, Presidents, and Owners of small and midsize B2B companies — not with corporate training departments, not with individual salespeople looking for a script, and not with organizations that want a one-day program and a certificate.
My clients are action-oriented leaders who have recognized that something in their sales organization isn’t working, are willing to hear an honest diagnosis even when it’s uncomfortable, and are ready to do what it takes to fix the right things in the right sequence.
The work I do with them is built on The Navigator’s Chart™ — a four-layer framework that examines the selling environment, the organizational structure, the people, and the selling methodology. Most sales organizations have invested heavily in one of those four layers and almost nothing in the other three. That imbalance is usually where the problem lives.
How I Got Here
I didn’t start as a consultant. I started as a salesperson — and I was competitive enough about it to spend fifteen years in frontline sales and sales management before I ever considered teaching anyone else.
During that time, I built what became a two-time consecutive National Champion sales force, developed and hired six President’s Club winners, and earned two National Champion Sales Manager awards. I wasn’t collecting credentials. I was learning, often the hard way, what actually separates a high-performing sales organization from one that perpetually underperforms — and why the answer is almost never what most people assume.
I founded The Sales Navigator in 2004 in Mission, Kansas. Since then, I’ve worked with hundreds of B2B companies across the United States, Canada, Europe, and the Middle East — twenty-three countries in all. The industries have ranged from high technology to heavy equipment, from architecture to animal feed, from medical services to industrial distribution. The framework adapts. The fundamentals don’t.
I speak at national and regional conferences, trade association conventions, and corporate events across North America and Europe, and am a featured speaker for Vistage Worldwide, the world’s largest CEO peer advisory organization. My rebooking rate has consistently exceeded 80 percent in an industry that averages 30. I mention this not to brag about it, but because I think it tells you something important: the people who bring me in tend to find that what I deliver is actually useful.
I’ve published more than 400 articles on selling, sales management, hiring, and sales culture, and have written The Weekly Navigator continuously since 2004 — making it one of the longest-running sales newsletters in the country. My first book, Sell Like You Mean It! (2006), took a buyer-centric approach to professional selling at a time when most of the industry was still pushing manipulation-based techniques. My second, The Pocket Sales Manager (2015), distilled sales management into its most essential principles. My third book, The Navigator’s Chart™, is forthcoming in 2026 and is the fullest expression of the framework I’ve spent three decades developing.
The Navigator’s Chart™
Everything I do — consulting, training, speaking, coaching — is organized around a single framework: The Navigator’s Chart™.
The framework identifies four layers that every B2B sales organization needs: The Waters (the modern buying environment), The Vessel (the organizational structure), The Crew (the people), and The Route (the selling methodology). Most companies invest almost all of their attention in Layer IV — the selling methodology — and have never deliberately designed the three layers beneath it. The Navigator’s Chart makes the entire system visible, so you can see clearly which layers are working and which ones are costing you.
The Navigator’s Chart™, the book, will be published in 2026 and is the written culmination of thirty-plus years of client work, framework development, and hard-won clarity about why sales organizations fail and what it actually takes to build one that works. It is written for the owner who is responsible for the whole system — not for the individual rep looking for a better technique.
→ Learn more about The Navigator’s Chart™ framework
Outside the Work
I live in Mission, Kansas with my wife Holly.
Away from work, I’m a committed car enthusiast — my projects have ranged from building vintage hot rods to full restorations to driving oval track race cars. I’m also a bourbon connoisseur and an enthusiastic cook who is, at some point, going to write a cookbook for men. The sales profession and the culinary arts share at least one important principle: the right preparation makes everything that follows easier.
| Start with a Conversation.
The Navigator’s Sales Diagnostic is a structured, no-obligation Q&A session applied to your specific organization. You’ll leave with two or three concrete recommendations — whether we ever work together or not. [ Schedule Your Navigator’s Sales Diagnostic — No Obligation ] |
Prefer to start somewhere else? Browse 400+ articles in the content library, organized by The Navigator’s Chart™ framework. Or connect with Troy on LinkedIn for weekly content on selling, managing, and building sales organizations that actually work. Or subscribe to my YouTube channel, where I post new videos weekly.
