Harlan Johnson

Questioner
DISC Type : c

Chicago Regional Sales Manager at Paycom

United States

Overview

Harlan Johnson is a Chicago Regional Sales Manager at Paycom, where he has advanced from an Executive Sales Representative. He has a background in technology sales and is recognized for being a top producer. People who have worked with him describe him as having an "unrelenting positive attitude" and "infectious personality".

Based on his professional profile, he shows an interest in major technology and software companies like CDW and Aspect Software. He is a graduate of the University of Wisconsin-Madison, where he studied Communication and Media Studies.

His colleagues note that his "unparalleled energy" not only makes him stand out but also makes those around him better.

Personality Overview

Value Seeker

Price-Sensitive

Cautious & Analytical

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They are more likely than others to negotiate on pricing and terms.

Topics They Care About

Sales Leadership
Manages the Chicago region for Paycom, demonstrating his capabilities in leading and developing sales teams in a competitive market.
Top Sales Performance
Was previously recognized as a "top producer" at a former company, indicating a strong track record of exceeding sales targets.
Positive Team Culture
Colleagues consistently praise his positive attitude and infectious energy, suggesting a focus on creating a motivating team environment.

Media Appearances

Harlan has no verified media appearances

Work History

7-2023
Chicago Regional Sales Manager at Paycom
7-2017 - 8-2023
Executive Sales Representative at Paycom
2016 - 2017
Sales Account Executive at Lewan Technology
2014 - 2016
Sales Account Executive at Brooksource

Education

2010 - 2014
Education details unavailable from University of Wisconsin-Madison

More Information

Social Presence :

Prographics :

Exp : 12 Location : United States Job Level : Middle Designation : Chicago Regional Sales Manager at Paycom
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Insights For Selling To Harlan

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • Share as much information as possible regarding your product
  • Keep some extra margin in hand as they will likely negotiate the pricing

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t try to be too friendly or informal with them
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Harlan is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Harlan

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Harlan move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Harlan take some risk or not?

  • They can take some risk if they are confident that they have analyzed the circumstances well.


You And Harlan

Personality Compatibility


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