Authenticity in Sales: Why it Matters

Authenticity in Sales: Why it Matters

By Audrey Pierson, Audrey Pierson Consulting  “Security salespeople are . . .”.  How you complete this sentence depends on who you are.  As a long-term sales professional in our industry, I complete the sentence with “…smart, helpful, solution-oriented, and trustworthy.”...
FAST Forward: Accelerating Talent in the Security Industry

FAST Forward: Accelerating Talent in the Security Industry

Companies across the entire security industry face challenges in hiring talent. Competition with other careers, a lack of awareness of what the field of security is, and a disconnect between training resources and potential employees all contribute to this gap...
FAST is Committed to Workforce Development. How About You?

FAST is Committed to Workforce Development. How About You?

By Merlin Guilbeau   Labor shortage, retiring out of the trades, need for apprenticeships, future workforce… we’re hearing these buzz words a lot these days, from our members.   Created in 2020 through a partnership of the Electronic Security Association (ESA) and the Security...
Are You Monitoring Life Safety Systems? Maybe You Should! – Part II

Are You Monitoring Life Safety Systems? Maybe You Should! – Part II

Dr. Rodger Reiswig, SET, PMSFPE  The opportunities to monitor fire alarm systems today are something every installer and maintainer should be interested in providing. Almost all occupancy classifications, (business, educational, etc.) are required to be monitored. Even if all the...
Collaboration is Key

Collaboration is Key

Coming together for the common good is an honorable mantra. It’s one that many successful organizations have adopted by fostering improved communication and increased collaboration between various departments. Security integration companies that are embracing more collaborative practices and procedures are...
Why Coaching Your Sales Reps Is Good For Business

Why Coaching Your Sales Reps Is Good For Business

By Audrey Pierson, Security Sales & Leadership Consultant Sales leaders often confuse sales training with sales coaching. While both are necessary, complementary approaches to enhancing the performance of sales professionals, the two are not the same. They differ in methods,...
How Great Sales Leaders Meet Their Goals

How Great Sales Leaders Meet Their Goals

Meeting sales goals is the number one requirement of sales leaders in all fields, and the security industry is no different. Here are ten strategies successful sales leaders use to accomplish this goal.  Set realistic and achievable goals.  While this...
Pre Attrition Check Ins Can Keep Your Company Healthy

Pre Attrition Check Ins Can Keep Your Company Healthy

Ask any business owner if they’d like to grow their customer base, and you can bet they will answer with a resounding yes. Increasing revenues is always a good thing. But . . . Not if it comes at the...
How Do Companies Like Yours Save With ESA Membership?

How Do Companies Like Yours Save With ESA Membership?

The ESA Membership Savings Program connects you to 30+ vendor partner programs to help you reduce operating costs on business expenses you already have, such as office supplies, fuel, shipping and more.  Membership is as powerful as you make it....
The Foundation for Advancing Security Talent (FAST) Welcomes Scott Harkins of Resideo to its Board of Directors

The Foundation for Advancing Security Talent (FAST) Welcomes Scott Harkins of Resideo to its Board of Directors

Scott Harkins, Vice President of Sales at Resideo was recently appointed by The Electronic Security Association (ESA) as a member to the FAST Board of Directors. Effective July 1st, 2023, Harkins will serve a two-year term on the board. Scott...

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