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Don McNamara CMC Certified Management Consultant
Don McNamara CMC Quick Facts
Since 1997 Don McNamara CMC, has brought a robust combination of capabilities and experiences to the practice of sales management consulting, training, coaching and professional speaking. Prior to forming Heritage Associates, Inc. Don compiled over 30 years sales experience from the field level to executive sales management. In his career he has been an individual contributor, corporate sales training manager, regional manager, national sales manager and vice president of sales. During this span he recruited, hired, trained and supervised over 1,200 sales persons and their managers.
Regardless of capacity, product line or sales channel specified for the firms’ he represented, he has improved sales a minimum of 25%. In one instance as a regional manager the team he assembled doubled sales from one year to the next. In another, he was recognized for the lowest cost of sales of any field manager. When he restaffed an entire sales organization within four months it resulted in them meeting their quota the very first quarter they were ssembled. Throughout his career, Don has consistently turned under performing teams into top performers in their companies.
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 California-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 alternative 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 California 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 California 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.
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.
Getting Started With Don McNamara CMC
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.
