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.”...
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...
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...
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...
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...
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,...
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...
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...
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....
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...