Marc Kammarman grew up near Hartford, Connecticut in the city of New Britain. “It was the Hardware Capitol of the World. That’s where Stanley Tools were manufactured. The office is still there but the tools are being made in Mexico.”
He has no memories of his father; he passed away when Marc was only five years old. However, he does recall school being a struggle for him back then in the 1950s.
He’s certain he would have been diagnosed with ADD, ADHD or some other sort of learning disability if the technology to determine that had been in place at that time. “Back then, they just thought I couldn’t sit still.”
Marc managed to make it through high school. Encouraged by an uncle who owned a chain of drug stores, he entered the Mass College of Pharmacy. “I didn’t last a semester there.”
He then entered Dean Junior College in Franklin, MA and felt comfortable in his new surroundings. After the successful completion of two years, he transferred to American University (AU) in Washington, D.C.
Marc married right out of college. They have one daughter and identical twin sons. The marriage ended and he stayed single for twenty-one years before getting remarried in 2004.
“In the last twelve years, my business has skyrocketed and a big part of it is because of being peaceful and happy.”
Marc is the creator and owner of Selling That Works! and just celebrated its 22nd anniversary. He has the key to stepping up sales performance.
“Only 20% of sales people are top performers. The other 60-80% are just average. There is a possibility to get average performers to perform at levels that will help that company meet their sales budget.”
The Three Areas To Focus On To Build A Better Sales Force
1. How To Become A Better Listener
How do you listen to understand vs listening to respond?
2. How Do You Make People Comfortable With You And Want To Connect With You?
3. How Do You Ask Good Business Questions?
Marc’s Journey To Finding His Career Direction In Life
During Marc’s first semester at American University, he was in desperate need of money when he came across an ad for selling encyclopedias. “You went door to door, knocking on doors, selling encyclopedias.
“I did a pretty good job of that. That’s when I fell in love with selling. I saw a connection with what skill sets I had and what selling required.”
In 1967, after completing his education at AU, he got his first job with the Washington Whips in the North American Soccer League. Two years later, Marc had his first job in sales. He sold office furniture for fourteen years.
When a new manager came on board, Marc was fired. “For some reason, we just didn’t connect.” Over the next two years, he had six jobs. “I couldn’t find anything I liked. I just floundered.”
While he was at the office furniture company, he had taken a sales training program offered by Self Management in Columbia, MD. “I called the guy and I went to work for him.
“In one year, I made $4,000. I was deep in debt and couldn’t make a living doing that. So, I decided if I was going to go down, I was going to go down on my own.
A Sudden Leap Into The Entrepreneurial Mindset
“I went into business for myself.” Marc woke up one Monday morning, grabbed the Yellow Pages and started calling companies.
“Hi. I’m Marc Kammarman, President of Kammarman & Associates. We’re a company that specializes in working with companies to improve sales and profits. I was wondering. What would be more convenient for you? Tomorrow morning or afternoon?”
He spent five days on the phone and couldn’t get one appointment. Then, a break came. Marc scheduled time with a guy from People Security Bank near Landover, MD.
Marc confides, “I didn’t have any material. I just listened to what he said he wanted. That’s how I got in business in 1985. From there, I worked with the American Management Association (AMA).”
Then, Persuasive Communications, a Chicago-based consulting firm that did sales training made Marc an offer that he couldn’t refuse. He was with them for ten years and decided to start his own business. Selling That Works! was born.
Marc’s Biggest Challenge In Running His Own Company
“The biggest challenge in running a business is making sure that I spend the appropriate amount of time prospecting for new business. When you’re a consultant, here is the challenge —
“If you have a lot of business, you’re really ‘out of business’ in terms of marketing yourself. So, the one challenge that I wrestled with — and hopefully have done a better job of it — is making sure that I leave enough time for myself to develop new business.
So, the biggest challenge is managing time effectively.”
Advice Marc Would Give Himself If He Could Go Back To The Start
“Recognize the responsibility that you have when you’re trying to have an impact on people. When you’re trying to change people’s behavior. When you’re trying to give people an opportunity to better themselves.
“When I first began, I thought I was an entertainer. It took me a while to recognize that responsibility.
Marc Relies On Two Critical Apps To Keep His Business Moving
“Google certainly is important for me for research — looking up a company’s information.
“Another tool that’s necessary for me is LinkedIn — helping me to connect and use my network to find new opportunities.”
A Quote That Sets The Stage
“The single most significant decision I can make on a day to day basis is my choice of attitude.”
“I know if I choose the right attitude it gives me the greatest opportunity to have a good day.”
Are you a company leader that wants to make a difference in sales performance? Do you recognize that it’s a collaborative effort between the consultant and the company?
If so, here’s your chance to make a considerable difference. The size of the company doesn’t matter – three or three thousand! Put the wind in your sails – and your sales – today!
Selling That Works!
We service nationwide clientele, so our offices are wherever our customers need us to be.
Contents Provided by Frederick Advice Givers Podcast Episode #100: Eric Verdi Interviews Marc Kammarman