Don McNamara CMC
Certified Management Consultant
Free
Sales and Sales Management Expert
Don McNamara CMC Quick Facts
While he has the background in the technical requirements of sales organizations, he has numerous years experience improving sales teams through the practical application of sound management and development principles.
Prior to founding Heritage Associates, Don held a variety of field and staff management positions with Best Software, Pervasive Software, Rockwell International and Intergraph Corporation. He began his career with the Burroughs Corporation. He holds a Bachelor of Science in Business Administration from LeMoyne College (Syracuse, New York) and advanced studies from the University of Califo
ia-Irvine Graduate School of Management in Managerial Effectiveness.
His consulting practice includes clients with business development, direct sales distribution models and multi-channel distribution including: OEM, Value Added Resellers, distributors, and eCommerce. He has successfully advised clients on methods to efficiently improve market penetration through optimized utilization of field resources and alte ative channels.
In addition, understanding that optimization is a continuous effort, Don provides productivity and effectiveness tools such as customized client specific training and coaching in order to move his clients to the next level of effectiveness. His broad-based experience includes: consumer products, home builders, electronics and software manufacturers, mortgage banking, financial services, light and heavy manufacturers, medical and instrumentation devices, as well as service providers such as advertising, public relations, legal and accounting firms. Don is a Certified Management Consultant (CMC) as a member of the Institute of Management Consultants and recognized by the International Council of Management Consultants Institutes. He has served as Professional Development Chair and past Vice President of Membership for the Southern Califo ia Chapter of IMC. He is widely published; a contributing editor to Sales and Service Excellence magazine and award-winning author of Visionary Sales Leadership: How Senior Executives Can Erase Status Quo Myths and Build Superior Sales Organizations, which was judged by USABESTBooks.com as a "Finalist" in the Management: Business and Management: Sales categories. Don publishes an ezine for sales and sales management professionals and his articles appear on numerous web based sites. He is an Adjunct Professor at Concordia University for the MBA program where he teaches courses on top sales performance and superior sales management. Don is also a mentor for the Paul Merage Graduate School of Business at the University of Califo ia Irvine for their MBA program. In addition, Don is a federally qualified expert witness on sales and sales management policies, practices, processes, procedures and programs.
Articles by this expert
SelfGrowth articles and saved writing connected to this expert.
Article
Stop Selling! Let the Customer Buy
As we all know the Golden Rule of life is to do unto others as we would have them do unto us. Are we asking our sales team if they are approaching and treating prospects and customers the same way they want to be engaged - with respect and dignity?
Recently added
Article
TEN IMMUTABLE SALES LEADERSHIP TRUTHS IN RECESSIONARY TIMES
Are you feeling the pinch of the economic times? It's pretty hard to avoid the news; everywhere you look it is not encouraging. Having gone through a few economic downtu s in my career, it's easy to recall exactly what we did to revive relationships and activity in order to capture every conceivable order that was available. Here are Ten Immutable Sales Leadership Truths in Recessionary Times. You should make them part of every day ... from the moment you awake until turning out the lights at night.
Recently added
Article
ROMANCING THE CLONE
As everyone knows when you first get going in any new job, much less a career, you are for better or worse, subject to the influence of your immediate supervisor. Yet, without one who pays attention in guiding your activities properly, you can develop undesirable traits, which if left unchecked ...
Recently added
Article
How the World Sees Us
Unless you hold a mirror to your face each time you speak with someone, you really have no way of identifying what messages and signals the listener is receiving. This, by the way, applies not just to face-to-face sales calls, it applies to telephone conversations too. You see our face tells ...
Recently added
Article
Send Me in Coach!
At one time there was a long-standing belief in many sales organizations that coaching of sales representatives was a fundamental sales management responsibility. Moreover, every professional sales trainer you spoke to, every textbook you read and every sales manager who had several years of ...
Recently added
Article
The Qualified Need
Unless you are in the top 2% of sales professionals worldwide it's pretty hard to create need. Only those who are able to ask questions which surface a subliminal need and then develop that need into want will be able to make that sale. Sales people should find other ways to identify need ...
Recently added
Article
Recruiting, Selecting and Hiring Top Sales Performers
Without question the most vital skills in sales management are recruiting, selecting and hiring the best sales representatives. If your goal is hire top sales performers, then you will want to read on. Recruiting Superb sales managers know the value of a solid plan to do the upfront work ...
Recently added
Article
The Pre-Proposal Proposal
No matter whose sales system you subscribe to and follow, everyone of them has a stage or step where you propose your goods and services to the prospect. Oftentimes, in our anxiousness to be responsive, and because we believe by submitting a proposal we are actually speeding the process along, ...
Recently added
Article
Shifting the Sales Compensation Paradigm
Executive Summary How do you protect cash positions while balancing the seemingly contradictory problem of keeping cost of sales under control and your sales force intact while revenues decrease. Compensating sales efforts appropriately is one solution for protecting margins, profit and cash. ...
Recently added
Article
How You Can Tap Into the Lucrative U.S. Hispanic Market Segment
OVERVIEW How would you like to leverage sales into a largely untapped market segment of potentially lucrative customers for your business that number in the millions and are convenient to target? The segment we recommend is the growing U.S. Hispanic market. According to the current U.S. Census, ...
Recently added
Article
Breaking The Financial Justification Logjam
Executive Summary Does your sales force seem to be treading water on certain sales opportunities? Is the same information coming to you each month when you ask penetrating questions about prospects? Does it appear progress moving an account to closure is bogged down? You say ‘there must be a ...
Recently added
Article
Building Quality Long Lasting Relationships
Don’t you get a little weary listening to all the experts trumpeting, then droning on-and-on that ‘it’s all about relationships’. It troubles me since no one has taken time to analyze what it takes in developing quality long-term relationships. It’s important because all of us in one degree or ...
Recently added
Favorite Quotes & Thoughts from Don McNamara CMC
On Self-Motivation: First of all let's be clear about this; no one can motivate you, that is except YOU! Therefore, 'where the "want to" is high enough, the "how to" comes easy.
On Don's book, Visionary Sales Leadership: How Senior Executives Can Erase Status Quo Myths and Build Superior Sales Organizations, Brian Tracy, Internationally Renowned Speaker, Author and Trainer stated the following. "The sales manager is the pivotal person in the sales organization. Improvement in the skills of the sales manager can lead to more rapid increases in sales volume than any other act. This book shows you how to do it, quickly and effectively."
About Competition: He Who Sets the Ground Rules [of the Sale] Wins
Building a Relationship of any nature [personal or business] is a process: Acquaintance, Connection, Mutuality of Purpose, Relationship and Maintenance. People generally do not advance beyond acquaintances and connections because they have not learned how to help each other.
On Successful Business to Business Sales: It's like eating a cake; you need to do it one bite at a time.
How to get started
You are invited to visit our website at www.heritage-associates.net For a personal, confidential conversation, feel free to contact me at 949.230.4363.