Most sales training doesn’t stick. Not because the content isn’t useful, but because it’s disconnected from the system your salespeople are operating in. They learn techniques in a room and go back to the same structure, the same compensation plan, the same management approach — and within thirty days, none of it shows up in their behavior.
Troy Harrison’s training programs are different in one critical way: they’re built on the same framework that drives everything else he does. The Navigator’s Chart™ isn’t just a consulting model — it’s the curriculum architecture. Every program connects to the same four-layer system, which means training that reinforces structure rather than working against it.
These are in-house, corporate training programs — brought directly to your team. They are not conference breakouts or public workshops. When you bring Troy in for training, he is working with your people, on your specific challenges, in your environment. The content is tailored to your industry, your buyers, and the gaps that actually exist in your organization.
Programs run from half a day to three days, depending on depth and scope. Custom programs are available for organizations with specific challenges that don’t map cleanly to a standard curriculum.
The Programs
Training Programs
All programs are organized by the Navigator’s Chart™ layer they address. Some programs span multiple layers. All are tailored to your audience and industry before delivery.
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Layer I & IV · The Waters & The Route Navigating the Buyer’s Journey Stop running your process. Start guiding theirs. Today’s B2B buyer has done their research before your salesperson enters the picture. They have opinions, preferences, and often a shortlist — before anyone makes first contact. The salesperson who tries to start from the beginning of a generic sales process is behind before they open their mouth. This program teaches the five-stage Buyer’s Journey framework and shows your salespeople how to identify where a buyer actually is, how to add genuine value at each stage, and how to earn the right to guide a buyer’s decision rather than pressure them into one. This includes how to handle the buyer who arrives already in Investigation or Solution — mid-journey, informed, and skeptical of a pitch. The program covers prospecting and outreach (Motivation), customer-centric discovery (Investigation), solution presentation anchored to what the buyer told you (Solution), price and terms conversations (Evaluation), and closing approaches that feel natural rather than manipulative (Decision). Outcome: Salespeople will be able to identify where a buyer is in their journey, adapt their approach accordingly, and conduct conversations that build trust and advance decisions without pressure. Who should attend: Salespeople, Sales Managers, Business Owners · Half-day to 2-day format |
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Layer IV · The Route Advanced Sales Navigation For experienced salespeople ready to sell at the elite level. This program builds on the Buyer’s Journey foundation with advanced techniques designed for salespeople who are already competent and want to become exceptional. It is not a refresher on the basics. It assumes your salespeople know how to sell and introduces the disruptive skills that separate high performers from the rest. The centerpiece is Storyselling — a structured approach to using narrative in a sales conversation that makes your salespeople memorable, accelerates trust-building, and generates faster movement through the sales funnel. We also cover development selling (expanding within accounts), advanced relationship-building techniques, and methods for differentiating on value rather than competing on price. Outcome: Salespeople will sell at an elite level using skills that differentiate them from competitors — with higher closing rates, stronger relationships, and better pricing outcomes. Who should attend: Experienced salespeople committed to double-digit growth · 1 to 2-day format |
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Layer IV · The Route Integrated Outreach Build a pipeline. Not just activity. There is no shortage of prospecting channels. Phone, email, LinkedIn, text, video messages, referrals — most salespeople are aware they exist. What most salespeople lack is a coherent strategy for which channels to use, in what sequence, and how to make them work together rather than in isolation. Integrated Outreach teaches your salespeople how to build a multi-channel prospecting approach that is intentional rather than scattershot — prioritizing the right channels for the right buyer type, sequencing outreach in a way that builds rather than burns relationships, and converting outreach into real conversations with genuinely motivated prospects. The goal is not more activity. It’s more pipeline. Outcome: Salespeople will have a structured, personalized outreach strategy that generates more qualified conversations than their current approach. Who should attend: Salespeople, Business Development professionals · Half-day to full-day format |
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Layer II & III · The Vessel & The Crew The Performance Process: Navigating Sales Management Most sales managers were never taught how to manage. This fixes that. The promotion from top salesperson to sales manager has the highest failure rate of any transition in business. The skills that made someone a great rep — personal initiative, competitive drive, individual accountability — are not the skills that make someone an effective manager. Managing requires a different discipline entirely, and most companies provide no training for it. This program equips your sales managers with the tools to coach, develop, and hold their salespeople accountable in a way that actually changes behavior. It covers how to diagnose a performance problem (is it knowledge, skill, motivation, or system?), how to conduct a coaching conversation that produces lasting change, how to set and enforce expectations without destroying morale, and how to develop your best people rather than just managing your worst. Outcome: Sales managers will be equipped to develop their teams, address performance issues before they become crises, and build a management culture that retains good people and exposes poor performers. Who should attend: Sales Managers, VPs of Sales, Owners, CEOs · Half-day to full-day format |
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Layer III · The Crew Hire By the Chart™ A disciplined hiring process for the only hire that matters. Sales hiring fails sixty to seventy percent of the time industry-wide. The primary reason is not a shortage of good candidates — it’s a shortage of rigorous process. Most companies hire on gut feel, a confident interview performance, and a résumé full of numbers that can’t be verified. Then they spend six to nine months discovering they got it wrong. Hire By the Chart™ is a structured approach to sales hiring that treats the process as a discipline. The program covers how to define what you actually need before you start looking, where to find candidates in today’s technology-driven environment, how to screen and evaluate using behavioral interviewing and experiential methods, how to structure the offer, and how to onboard in a way that maximizes retention and ramp-up speed. The process has generated a win rate of over 80% on sales hires. Outcome: Hiring managers will leave with a repeatable, documented hiring process that dramatically improves the quality and retention of their sales hires. Who should attend: Sales Managers, VPs of Sales, Owners, CEOs, HR · Half-day to full-day format |
How It Works
What to Expect
Every engagement starts with a conversation. Before Troy designs a session, he needs to understand your team, your industry, your buyers, and the specific gaps you’re trying to close. A training program that isn’t tailored to your environment is just a seminar — and seminars don’t produce lasting behavior change.
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Before the Training
Troy will have a pre-engagement conversation with you or your sales manager to understand the composition of your team, your sales environment, the most common challenges your salespeople face, and what you need the training to accomplish. This is not a questionnaire. It’s a working conversation. |
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During the Training
Programs are content-rich and interactive. Troy uses exercises, role-plays, and real-time application rather than passive instruction. The goal is behavior change, not awareness. Salespeople should leave each session having practiced the skills they’ll use the next day — not just having heard about them. |
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After the Training
Troy provides your sales manager with a brief follow-up framework — specific coaching points and reinforcement activities keyed to the program content — so the training doesn’t end when he leaves the building. This is included in every in-house engagement. |
| Half-Day | Full Day | 2-Day Program | 3-Day Program | Custom |
Training vs. Speaking
Training Is Not Speaking.
It’s worth being direct about the distinction, because people sometimes confuse them.
When Troy speaks, he delivers a keynote or breakout session at your conference, trade association event, or corporate meeting. The audience is broad. The goal is to introduce a framework, challenge assumptions, and send people home with new perspective and a few concrete ideas. Sessions run 60 to 90 minutes.
When Troy trains, he comes to your company and works directly with your sales team. The program is tailored to your specific environment. The sessions are interactive and application-focused. The goal is measurable behavior change — not inspiration. Programs run from half a day to three days.
Both have their place. If you’re bringing Troy in for your annual sales meeting and want a session that energizes the team and introduces the framework, the speaking portfolio is the right place to start. If you want your salespeople to actually sell differently on Monday morning, that’s training.
→ See the Speaking & Presentations page
Not Sure Which Program Is Right for Your Team?
Start with a Navigator’s Sales Diagnostic. We’ll figure out which gaps are costing you the most — and which program addresses them most directly.
Ready to talk specifics? Contact Troy directly to discuss your team, your timeline, and the right program for your situation.
