What He Sells, the Sellers Are Buying; Patrick McManamon, of Selling Solutions, Says Salespeople Should Always Be Learning

By Calnan, Christopher | The Florida Times Union, October 3, 2005 | Go to article overview

What He Sells, the Sellers Are Buying; Patrick McManamon, of Selling Solutions, Says Salespeople Should Always Be Learning


Calnan, Christopher, The Florida Times Union


Byline: CHRISTOPHER CALNAN

Selling Solutions Inc. sells its training programs to salespeople trying to sell other things to prospects.

Got it?

Company owner Patrick McManamon started the company seven years ago, putting 18 years experience in transportation industry sales to use. Since then, he estimates that 700-800 clients have gone through his training programs that last 18-24 months.

The average client spends $8,000 to $9,500 to train with McManamon.

Of course, you'd expect McManamon to advocate for some degree of training. But he said salespeople should train constantly, not annually or bi-annually.

He likened the lack of training to a lumberjack not willing to take the time to sharpen his axe. Without it, the lumberjack needs to chop a lot faster and a lot harder.

"It's a question of working hard vs. working smart," McManamon said.

McManamon, a native of Cleveland, is one of only two Jacksonville trainers certified by the Sandler Sales Institute program, a franchised system of training salespeople.

McManamon has learned plenty about sales and salespeople during his 25 years in the business. One of the most important lessons is that business owners need to understand that a salesperson needs more motivation than just helping the company.

Finding common ground between the company and the salesperson is the best way to succeed.

"A business owner has to realize that salespeople can do work for their own personal goals," he said. "The better management is at aligning those personal goals with goals of the organization, the more successful the organization is going to be. …

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