ON YOUR MARK has launched!
The KMAC Group is excited to announce that Keith McIntyre’s, KMAC’s Founder and CEO, new book On Your Mark is now available for purchase. On Your Mark can be purchased as a hard copy or the e-book version is also available.
Read below to find out a bit more about On Your Mark and how Keith and the KMAC Group are trying to help people (businesses/individuals) reach new heights and unlock true value. It all starts with self analysis; to figure out your true passions and goals!
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On Your Mark – Get Set – Go – and Keep Going!
Are you as excited as we are? You should be!
Because KMAC’s NEW book ‘On Your Mark’ is coming soon! February 2018.
Keep a lookout for your chance to get your hands on a copy! Pre-ordering options will be available shortly. Stay tuned.
For any questions or inquiries, please do not hesitate to contact us!
How to cut out the drama to improve results
By Harvey Schachter Special to the Globe and Mail
Globe & Mail, November 20, 2017
Work place Ego – friend of foe?
Self-reflection is far too often a step that is over looked in leadership roles. As a leader in the work place, questions containing “why” and “who” are commonly asked which tend to ignite one’s ego. When egos exist, it only creates ‘drama and discord in the workplace’ and ‘emotional waste’; unnecessary drama.
Leaders need to find a balance between being a superior and holding themselves accountable, and take the lead to make improvements. Instead of creating a motive by the questions asked, leaders should encourage self-reflection to build collaboration and engagement within the workplace.
“Ego is a distorted filter of the world” and if fed, it creates more suffering than positive production. People within an organization are what keep the engine running. If all parts are not working together, you must find ways to make sure the right approaches and people are in place to reach your goals in a collaborative manner; starting from the top.
As leadership expert John Maxwell notes, leadership is servership. Good leaders know how to ask great questions to get more engagement. Give it a try!
KMAC is a 25 year old Business Management Consulting firm. We are People. Process. Productivity. Organizational Performance and Business Excellence are what we love. We get hired because we get things done. Drawing upon our experiences from the F500’s and the world of professional sports where we’ve worked with many of North America’s highest profile athletes, sport properties and sport franchises we help people and organizations reach new heights.
Click here for article: How to cut drama
Work is changing: What that means for sales professionals.
By Jonathan Lister Global vice-president of LinkedIn Sales Solutions and country manager, LinkedIn Canada
Globe & Mail, November 15, 2017
Artificial Intelligence – friend or foe in the world of Professional Sales?
The role of a sales professional continues to dramatically change. Powerful new tools married with new technologies has changed and will continue to change the role of sales professionals. The sales function today requires sales professionals to be data scientists, strategic advisors, and technologists. Successful sales professionals must be able to translate insights and use new tools to create value for their clients. Doing so breeds “a new generation of agile, insightful and effective sales professionals.”
The stakes are higher today as customers expect leadership, support and insights about their industry, threats they may be facing, recommendations to help them overcome their largest challenges while creating value in the short and longer term. Are you able to move your sales relationship from that of an approved vendor, preferred supplier, consultant to that of a strategic contributor or trusted partner?
So, if you haven’t done so already, it’s time to change so that you are not a sales professional that just sell’s product , you can become a sales professional who can help their clients reach the solution they are looking for. Building the customer relationship and identifying growth opportunities to bring value to their business is the new mindset that needs to be taken. With the amount of “information right at their fingertips”, the work starts way before approaching the client. It’s time to take action.
KMAC is celebrating 25 years in 2017 and has been a trusted partner and advisor to 16 Fortune 500 clients along with several independently owned smaller and mid-size organizations. Our primary focus is working with organizations assisting them with Organizational Performance and Business Excellence – getting things done. We are People. Process. Productivity. Drawing upon our experiences from the F500’s and the world of professional sports where we’ve worked with many of North America’s highest profile athletes, sport properties and sport franchises we help people and organizations reach new heights.
Click here for full article:
Congratulations to both Shana Ewart and Cassie Jones for your outstanding contributions to the KMAC Team! This award goes to an individual who not only delivers results but goes above and beyond to help everyone on the team grow! Congratulations guys – great work, great results, well done and well deserved. Truly proud to have all you guys on this team!
A big thank you to the entire KMAC Professional Oral Care team for your commitment and drive bringing the KMAC vision to life. Last week the entire Professional Oral Care team attended a National Sales Meeting in Las Vegas where were thrilled to be joined by one of Canada’s most decorated Olympians Adam van Koeverden.
Adam delivered an outstanding motivational message to the team which will help each and every one of us reach new plateaus!
The KMAC Team is celebrating 25 years of being a trusted advisor helping you reach your full potential.
The KMAC GROUP. ORGANIZATIONAL PERFORMANCE. BUSINESS EXCELLENCE.
Strategy. Organization & People. Marketing Experience. Sales Training & Coaching. Implementation – Change Management.
It is with great pleasure that I’d like to welcome Christine Ales to the KMAC Team! Christine is responsible for Professional Oral Care sales in Richmond Hill, Woodbridge, Markham.
Christine brings over 20 years experience to the KMAC Team from the pharmaceutical industry with various roles including territory manager, field trainer and manager. The majority of her career was spent in Dermatology, however she also specialized in pediatrics and pain management. She has a daughter who is away at university ( a very unique program by the way!), is passionate about living a healthy lifestyle & loves to read and watch baseball – a proud Toronto Blue Jays fan.
FIVE THINGS YOU CAN DO TO START YOUR PATH TO GREATNESS
In order to successfully open a business or to become a better salesperson, preparation is key.
Five Things You Do Immediately are:
#1 – Establish a Mindset – Prepare Your Mind – when I started KMAC 25 years ago I was stepping into a new zone, striving to reach a height that was previously unattainable, a place I’d never been before. This was a daunting and requires a solid mindset. A mindset is a fixed state of mind so the mindset I adapted to was anything is possible, it will require hustle, urgency, a commitment to take massive action and follow up. I had to stamp out the doubt because now I was solely on my own. What is your current mindset? Can you change it?
#2 – Change Your Attitude – Attitude is is a complex term so I’ll simplify. According to Webster Dictionary, Attitude is a mental position, an emotion or a feeling with regard to a fact or state. It’s also, a bodily state of readiness to respond in a characteristic way to a stimulus (such as a situation). It can be simple – “Be positive”! A positive, can do, agreeable attitude makes people feel good and this mental position will bring you success. The attitude I chose and still live by today is stamp out the doubt and be positive in everything you do no matter what the outcome. Then keep going and give. Reciprocity works. This attitude allows me to respond in a consistent way to every situation. Assess your current attitude – is it positive? Are you agreeable? Can you stamp out naysayers and doubt?
#3 – Commitment – Commitment is an agreement to do something in the future, an obligation, it’s going “All in”, being consistent in what you do, being disciplined and persistent and it’s doing things others don’t want to do. It’s hard! I made a commitment to myself to change the way athletes were marketed and the way companies could access athletes and build them into their marketing campaigns to increase sales. I had an obligation to help both stakeholders. I was 100% in, no in-between, no hedging my bets. Make a checklist, what are you committed to today and ask yourself, do your actions get you closer to your goal?
#4 – Set Goals – I set lots of goals, goals for every effort I undertook and measured progress against them. I had a vision, I began evaluating every action I took and asked myself – how is this action helping me reach my goal? I recorded the actions I took on paper, what worked, why did that action work, what didn’t work, why didn’t that action work. What is your goal? When you get there, can you reset your goals? Think about everything you do, will the actions you take today get you closer to your goal?
#5 – Take Action with Speed and Purpose – get going, don’t wait and make your purpose clear for every action you are taking. If you are calling prospective clients, be clear, the reason I’m calling is .. speed is certainty and builds credibility. So what are you waiting for?
ABOUT THE K.MAC GROUP
For the past 25 years we’ve been in the business of one thing – INCREASING SALES. And we’ve done it for everyone from Fortune 500 companies, to smaller start-ups. We begin by resetting the bar and challenging you, your company, your sales teams and management to hit new personal bests. We offer training and coaching programs, sales process and business operating system assessment and fine tuning to support your corporate vision and bring it to life.
It’s all about maximizing sales performance. ON YOUR MARK …. ready to get in the starter blocks?
Throughout my life, I’ve come to realize that there is opportunity at every turn. There is always a way things can be better. The term I’ve come to realize that drives me crazy is mediocrity. Mediocrity is stagnation.
I know because I was a poster boy for mediocrity, doing just enough to get buy, high school, university, that attitude almost buried me, that attitude almost cost me having something dear to me – KMAC and my family.
So I set out to do something about it. I made a decision to take action. Open KMAC.
It all started long before 1992. In 1967 in North Bay, my dad provided me with my first set hockey cards. I became obsessed with them, the players, the game. Everything I did was about collecting, I still do that today, especially information. These cards taught me how to organize, read and they created a burning desire in me to meet these guys, I wanted to know how they become so good at what they did.
Key Takeaway, discover your passion, unleash your passion.
Then came the Golden 45 – our Pheasant farm. For several years in the early 1970’s my father provided me an opportunity to breed pheasants. This venture evolved into breeding unique blood lines to supply the larger farmers enhancing their breeding blood lines. This experience taught me how to do things differently to create interest.
Key Takeaway differentiate.
Graduating from university I dreamt of landing a marketing job at Fortune 500 company. This did not happen right away because I didn’t push myself hard enough. So, as consolation I landed a job in sales of all things at Jetlink, a discount charter airline company. I still had my sights set on landing a marketing job at a large company so I committed to making the best of my situation. I wanted to learn everything I could about selling, how business ran. I didn’t like this job, in fact it was a clear picture of how not how to do business. It was time for an attitude change, I took the approach of how could I use this experience to land that F500 job.
Key Takeaway, use every experience to get you closer to your goal.
Three months later, I nailed it – a job at Bristol Myers, but, it wasn’t a marketing job, it was a sales role back in Northern Ontario. I jumped into this role full speed, I learned everything I could about selling. I learned I could change how business was done. However, I quickly realized this wasn’t enough. My goal, get back to Southern Ontario.
Key Takeaway learn everything you can about your craft. Commit.
Key Takeaway, reset your goals.
Next came Andres Wines, now Peller Wines a new challenge, a restrictive industry, a growth opportunity – domestic wines. An amazing owner who influenced my life.
Key Takeaway, challenge the status quo, just because things were done a certain way, doesn’t mean you can’t challenge those models.
Key Takeaway, push hard, you have to be sold on yourself first before you can sell your ideas. Push forward with a deep conviction. Don’t let rules get in the way.
This role led me to Remy Martin, Remy Canada. It was a broader role the exposed me to international marketing and sales. A mentor Michael Sainsbury pushed me forward to places I’d never been. It also put me front and centre of the Toronto Blue Jays and the Toronto Maple Leafs. More to follow in another post.
Key Takeaway, look at business through a different lens. Keep resetting your goals.
These experiences were all critical to my growth, to the opening of KMAC. If you commit to getting better at your role, or dream of starting a business, then consider the following:
Step #1 – Commitment. I made a commitment to go all in, not halfway, no waffling, all in. I committed to taking it all the way. I completely devoted myself to building KMAC. This meant no other options, no hedging my bet. I became unreasonable about what I set out to do.
Step #2 – Take Action. I took tremendous action. I had to learn my craft. I studied the market inside out, I read, then continued reading, made notes, applied what I learned, tried new things out every, and when I made a misstep, I learned from it and kept moving.
Step #3 – Product or Service – create a product and package it. I didn’t have a physical product to sell, I had an intellectual property – my experience and my contacts. I made a list of things that made me/KMAC different, from what existed in the market. I created deep relationships with Dave Ellett, Candy Maldonado, Rick Wamsley, Nick Kypreos, Todd Stottlemyre, and Angelo Mosca. I interviewed them, discussed what they did to get to the top and then created marketing pieces to share this with potential clients. I packaged these brands!
Step #4 – Know Where To Go, I put a laser Focus on Target Clients. Fortune 500 companies were it. Every action, every step I took was tied to landing business at Fortune 500 companies.
KMAC increases sales. For the past 25 years we’ve been in the business of one thing – INCREASING SALES. And we’ve done it for everyone from Fortune 500 companies, to smaller start-ups. We begin by resetting the bar and challenging you, your company, your sales teams and management to hit new personal bests. We coach people to reach heights previously unattainable with training and coaching programs, sales process and business operating system assessments to support your corporate vision and bring it to life.
It’s all about maximizing sales performance. ON YOUR MARK …. ready to get in the starter blocks?