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Table of Contents

Lead Story

Secrets of the Inc. honorees

News

Industry Update

Proposed interchange settlement: Judge approves, industry objects

Hurricane Sandy's huge impact

EMV on fast track

Harbortouch emphasizes training

Trade Association News

Features

Educational aid for the feet on the street

Selling Prepaid

Prepaid in brief

The gamification of rewards

FinCEN pushes for cross-border prepaid enforcement

Views

Consumer payments in a connected age

Patti Murphy
ProScribes Inc.

Smart ISO-MLS relationships

Jeff Brodsly
Chosen Payments

Education

Street SmartsSM:
Are you a 10?

Jeff Fortney
Clearent LLC

Differentiate yourself: Sell to the medical industry

Jeffrey Shavitz and Adam Moss
Charge Card Systems Inc.

Opportunities in RAN and private-label programs

Mustafa Shehabi
PayCube Inc.

How to propel merchants to shed comfortable habits

Rick Berry
ABC MobilePay Inc.

EMV: Game on!

Dale S. Laszig
Castles Technology Co. Ltd.

Have we missed the window for EMV?

Nicholas Cucci
Network Merchants Inc.

Company Profile

Keep in Touch Systems Inc.

Merchants Choice Payment Solutions

New Products

Helping merchants clinch the sale

Payday Express Plus
Secure Payment Systems Inc.

Capital resource for ISOs, MLSs

Residual cash advance program
ISO Advance

Inspiration

Thinking of starting an ISO?

Departments

10 Years ago in The Green Sheet

Forum

2012 - 2013 events Calendar

Resource Guide

Datebook

Skyscraper Ad

The Green Sheet Online Edition

November 26, 2012  •  Issue 12:11:02

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Inspiration

Thinking of starting an ISO?

A leader is one who knows the way, goes the way and shows the way.
- John C. Maxwell

If you are a merchant level salesperson (MLS), you are likely motivated, knowledgeable, focused and skilled. And if you are like many of your peers, you dream of creating a thriving ISO of your own - one you can enjoy leading for a long time or perhaps sell one day.

To build such an ISO requires a distinct set of skills. Among them are the ability to create a vision and plan strategically, build management and sales teams, establish a positive corporate culture, delegate responsibilities, budget resources, and position your company for success within your chosen market.

Of all of the requisite functions, the bedrock of your company will be the ability to recruit, train and retain sales talent. In building a high-performance sales team, you will need to address many factors.

Building your team

Here are several areas to consider when forming a sales force:

Our industry remains one of great opportunity. Whether or not you embark on the ISO journey, The Green Sheet is here to help foster your success.

Notice to readers: These are archived articles. Contact names or information may be out of date. We regret any inconvenience.

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Spotlight Innovators:

North American Bancard | Harbortouch | USAePay | IRISCRM.COM | Humboldt Merchant Services