A Company’s Sales Force is Its Backbone


A company’s sales force is its backbone. And, let’s face it ladies and gentlemen, during this extremely difficult economic period a company NEEDS its backbone, or it will join many others who have literally disappeared from the corporate world.

I have had the honor, readers, to be introduced to a truly interesting, imaginative, “fresh” company that offers extremely focused and innovative sales processes to help a company grow its sales force, and make them the absolute best in their industry.

Caramanico Maguire Associates was established in1986, and has primarily focused on sales development, utilizing three very distinctive services. Evaluating a sales force is extremely difficult for a company, but Caramanico Maguire Associates offers the “Evaluation and Training” services that help to determine the areas of your company’s sales force which need improvement. Sales Assessment, Sales Coaching, Sales Force Development,

Sales Management – everything a company needs to ensure its financial future is provided by Caramanico Maguire Associates.

“Recruitment” is also a service provided by Caramanico Maguire Associates. This outstandingly “smart” company offers full-service recruiting on a selective basis. And, the third and final process that Caramanico Maguire Associates presents is a program that every company on the planet should be using. STAR is a state-of-the-art company system that is proven to acquire and train the best sales force possible. With STAR companies are offered an empowering mindset in order to jump hidden obstacles, and alleviate stress to hire the optimal salesperson for their company. Businesses learn goals and management skills, how to command a prospects attention, and how to fast-forward through all the struggles hiring takes. And, when the right people are selected, they and the company learn how to develop a sales activity plan with interpersonal selling skills that provide success for your company. STAR is, in essence, a sales force multiplier and a must-have for all companies so that they can hire salespeople who will execute their company strategies perfectly, and produce at expected levels with shorter “training” time. The process is modular and is customized to a company’s specific needs, so the perfect sales force can be hired to target the perfect prospects.

Caramanico Maguire Associates trains companies on how to use STAR to upgrade their hiring process. And, with this incredible program, Caramanico Maguire Associates has helped people and companies from virtually every major industry – both the product and service sectors of the economy – achieve stellar results.

The remarkable minds that make up Caramanico Maguire Associates begin with the founding principal, Daniel L. Caramanico. Holding three Masters Degrees, including an MBA from the Wharton School of the University of Pennsylvania, certainly accounts for the ‘remarkable mind.’ In addition to the ‘over-twenty years’ of Caramanico Maguire Associates existence, Daniel has also spent over ten years in the sales and management of small and large firms. Beginning his career as a licensed professional Engineer, he quickly moved through the ranks to become Vice President of a large professional services firm. Positions that Daniel adds to his resume include, Project Manager, Salesman, Marketing Manager, and Director of Finance, as well as successfully starting up a subsidiary company.

Possessing two Masters Degrees, and an extensive background in corporate consulting, Marie V. Maguire is yet another ‘remarkable mind’ in the Caramanico Maguire Associates family. Marie’s background includes four years managing projects for IBM; four years as a professor at Temple University; three years as a corporate management consultant; and, ten years in private consulting. Coaching and counseling people on how to overcome their ‘barriers’ in order to achieve the high levels of success they’re capable of, is a true “gift” that Marie possesses in full. For the past twelve years she has been a principal of Caramanico Maguire Associates and has been involved in all aspects of the sales and training process.

With more than twenty-five years of experience in the world of real estate, John Gualtieri is the other ‘remarkable mind’ at work inside Caramanico Maguire Associates. Utilizing the basic philosophy of high productivity; high profitability; and, high degree of life balance, John built one of the most successful ‘Real Estate Teams’ in all of North America and is ranked in the top 1% of realtors nationwide. In the early 1990’s, John turned his attention to sales management, and over the years has built multiple successful sales teams. His beliefs of judicious selection, intensive training, and consistent management, has taken these teams to the very top of their industry. And John has expanded his horizons to include being a coach, trainer, speaker, and author of sales training material. John has coached and trained a wide variety of salespeople to higher income levels and numerous national awards.

So, it is no wonder after ‘meeting ‘the people behind the success of Caramanico Maguire Associates, that you and your company begin to see and understand that this is a ‘team’ YOU need!

The difficulty of every company is its ability to outdo the competition and rise to the top of the “heap” in their industry. Without the existence of an incredible sales force backing their products and/or services, a company will always find itself faltering – especially in a difficult economy.

Caramanico Maguire Associates, with their incredible STAR system, literally “enter” through the doors of your business and help you to become the ‘best of the best.’ Developing a sales force needs a full-on commitment, which is what Caramanico Maguire Associates instructs. Most companies will insert some sales training, a little recruitment here and there, and perhaps a motivational event every once in a while in an attempt to encourage and uplift their sales force. What they don’t even begin to understand, is that growing a sales force is a “job” in and of itself. For a company to grow within its industry, a completely comprehensive and ongoing approach must be used to develop their sales force. And, as the company begins to grow, the sales management training needs to evolve. As the average deal grows in size, the sales force needs to become more educated, and understand the complexities that growth brings.

Caramanico Maguire Associates KNOWS how to evaluate your sales team. From the state of your sales management in evaluating growth potential, strength of the pipeline, compatibility with your organization, the amount of motivation that is needed to succeed, as well as finding the hidden weaknesses in your sales team, Caramanico Maguire Associates makes sure that YOUR team receives a full evaluation. Caramanico Maguire Associates cuts out all of the ‘red tape’ because no salesperson is trained without evaluating them first. Companies waste tons of money training people who have absolutely no chance of improving. Therefore, Caramanico Maguire Associates first makes sure that a company doesn’t waste its cash or its time. Concentrating their efforts on those who have no significant growth potential.

Then…the training comes. Caramanico Maguire Associates teaches you about “Sales Core Competencies.” To be successful, salespeople need a combination of inner strengths and certain skills; whereas, sales managers, need a different set of management competencies to be able to build the ultimate sales force and manage it on a day-to-day basis in order to meet all of the corporation’s goals.

Caramanico Maguire Associates employs “Focus” when it comes time for the training to begin, and works in three specific phases to ensure the best training for the best sales force.

The Intellectual phase focuses on the sales process, sales activity plans, and interpersonal skills. The Internalization phase focuses on obtaining a deeper understanding of the concepts, and making their execution second nature. And, during the Growth phase, the emphasis is on overcoming the hidden weaknesses and getting out of one’s comfort zone.

Let’s face it – there is still more for a company to work on when it comes to building the ultimate sales team. Not only must a sales team be evaluated and trained, but recruiting is also a huge part of the system and can be extremely stressful. Caramanico Maguire Associates does full service recruiting for you and your company on a retained search basis. They do all the work while you run your business, and there is no bother reading resumes and taking the time to interview people that you won’t ever hire.

The process that Caramanico Maguire Associates uses for your recruitment needs is not only a proven way to recruit, but it is also validated 95% successful!

First, Caramanico Maguire Associates identifies the right person by having their “Sales Development Expert” meet with you to define the ‘position’ in terms of the criteria you seek in your new employee, and the compensation they’ll receive. (If it doesn’t already exist, Caramanico Maguire Associates also will help you design the compensation package to attract the right individual.)

Caramanico Maguire Associates will then search for candidates who meet your requirements using advertising, networking, and other means. (Being that Caramanico Maguire Associates is in a constant search mode, there are times that they may already have the person you want, ready to start.)

Caramanico Maguire Associates will then screen the candidates by utilizing the “Dave Kurlan Sales Force Profile.” This profile will be adjusted to screen for the candidate who matches your specific criteria, and who has the ‘skill set’ to succeed at the level you require. Only candidates who the test determines will have an immediate bottom line impact are sent your way – time is already saved and you know the test results before you ever even meet the candidate.

Caramanico Maguire Associates will also personally interview the candidate to insure that they are the right one for the position. They ensure that the test results are accurate, that the candidate’s experience is relevant, that they are willing to accept the compensation package you’re offering, and, that they are ready to make a decision should you make them an offer. Only the MOST hirable candidates will be sent to you for an interview.

And, when it comes to your interview, Caramanico Maguire Associates coordinates between the candidate and your staff to ensure timely interviews. If you like the candidate you make the offer, and welcome your new top salesperson to the team! Simple as that!

Caramanico Maguire Associates upgrades your sales management team in all ways, by touching on all subjects from motivation to accountability, as well as upgrading the sales team by training and coaching only those with growth potential, and eliminating the hidden weaknesses that pulls the sales force in the wrong direction.

Enter…STAR – the final stepin replacing weak performers by hiring people who can make your company or business the ‘best of the best.’ Caramanico Maguire Associates also trains you to hire top producers, by installing the proprietary STAR hiring process developed by the “Objective Management Group, Inc.”

Readers, over the next few months I will be offering you and your company an in-depth look at this incredible group that has ‘hit the nail on the head’ when it comes to employing the best sales force in your industry. In fact, with Caramanico Maguire Associates’ philosophy, hard work, systems, and assistance, it may just be your company that will outshine every other in the corporate world.

Identity – Search -Assess – Qualify – Interview

These are the five points you need to learn in order to hire a true sales STAR!

Until Next Time, Everybody!

Tom Ski is a master of the great outdoors. You can find Tom fly fishing in Montana, photographing elk and bison, watching birds from a hide or in the long grass, talking about life on his radio show and writing about his adventures at NewsBlaze.