Don McNamara offers a library of published articles.
Please review the categories below, click the title page and read the
entire article.

Ball-of-String Supervision - Build your sales manager's success.
Letting a little string out with newly hired sales managers ensures that you know what the manager understands and what you need to do as well.

Set the Ground Rules - Build up a team of professionals.
The responsibility of B2B selling is to be savvy about the prospects and to have face-to-face meetings in which they set the ground rules of the sale.

Send Me In, Coach! - Building mutual degree of trust.
Coaching salespeople for personal improvement and enhanced performance involves a combination of process and content coaching; here they are.

Retain Top Sales Talent - Building sound sales practices.
Sales managers need to stabilize the sales team, improve their performance, and retain top performers. Here are tips to retaining top sales talent.

Hispanic Key Market in the U.S. - growing business market.
With this future customer group, as with all others, the keys to success are
the same: treating them equally, with respect, dignity and dedication to their
needs.

Piloting the Hiring of Top Performers in Sales - Not random.
Selecting and hiring the best sales representatives is the most critical skill in
sales management. Before interviewing candidates, know what you want.

How to Retain Top Sales Talent - Set realistic goals/objectives.
A constant concern in senior management ranks is the turnover rate of sales members. Understanding why good sales people leave is a good start.

Romancing the Clone - Leadership: teacher, mentor, and coach.
Great sales managers set an example through their words and actions, then
ensure that the sales force follows skill-building techniques they've learned.

Sales Citizenship - Treating Co-workers with respect Counts.
Experienced sales managers hire reps who possess good people skills and
are pleasant. Having good sound social skills is a real bonus.

Upgrade Our Terms - Upgrade Our Image.
In the world of professional selling, everything counts, including our use of terms and language. Substitute the right terminology to fit the situation.

Breaking the Logjam - Include your team in the process.
"There must be a way to break this sales close logjam." Don't feel stymied,
but try a new approach - show the prospect financial justification.

Shifting Compensation - May require a new compensation plan.
Times have changed and your business plan must change too. You need
to revisit how you compensate your sales force.

"Delivering Sales Performance Optimization in the Real World"
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