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CHUCK'S BACKGROUND
Chuck Mache has spent a quarter century
selling, managing, building, and leading
sales organizations. He's lead major expansion
plans that have resulted in tenfold sales
increases - or more.
He used his breakthrough sales approach
to lead the transition of Benchmark Lending
Group from a mortgage broker to a full mortgage
bank, and dramatically increased the loan
volume in a short period, turning the company
into a mid-size player in the California
market.
As Executive VP of Sales for American Home
Shield, Mache grew revenues from $6M to
$100M in ten years, formed strategic partnerships
with other market leaders, such as Coldwell
Banker and Prudential, and restructured
sales teams during acquisitions.
From working in the field to leading the
executive team, Mache has mentored thousands
of sales professionals. Through those relationships,
he discovered the four paths to breakthrough
sales, and he is committed to using these
concepts to build next level sales teams
worldwide.
He is the author of the book, The
Four Kinds of Sales People: How and Why They Excel - And How You
Can Too.
A consistent heavy-hitter with a proven
track record, Mache shares his knowledge
with companies seeking to build cutting
edge sales organizations. Chuck Mache Communications
focuses on a systematic approach for creating
customized roadmaps for breakthrough sales
achievement.
Chuck Mache Communications provides speaking,
coaching, consulting, and training programs
to companies and associations that are "hungry" to
break through to the next level. Below are
commonly asked questions about Chuck and
his background.
You have had tremendous success
leading sales driven companies in highly
competitive markets, why Chuck Mache Communications?
Over my years of building sales organizations,
I saw a void in the market for taking sales
driven companies and sales people to the
next level of selling. It's about so much
more than being motivated, and, frankly
it's about more than training too. It's
a very personal journey. I am not a motivational
speaker. Sure, I've been told that I get
people really "pumped up." But deeper than
that, I've been called an "Architect for
Breakthrough Achievement!" That means I
focus on how to do the things that build
next level selling. I focus on the journey
of how you get there, and I must say, it
is not an easy road. I've never accomplished
anything worth anything that was easy. I
started Chuck Mache Communications because
I intend to share my knowledge and help
people at all levels of sales, from the
executive in charge, to the new hire, how
to get better.
What do you mean by "Architect of
Breakthrough Achievement?"
Breakthroughs are so elusive. It's a different
path for everyone and is based on doing
what is different. I'm not saying to
forget about what's made you successful
in the past, but I am questioning whether
people really dissect what has kept them
from being even more successful. The journey
to getting better is not "paved," it's not "smooth" and
the road requires a commitment to honest
self examination. This journey looks so
foreign and lonely and we are so often afraid
to even consider it that we live in distraction.
We stay busy doing busy work but don't actually
go where we are weak and have the greatest
opportunity to get better. Even the best
do this, just not as much as others.
When I say "Architect" I mean builder, designer,
creator. An Architect doesn't build the
house, he designs it. I'm not the one that's
going to get better at selling, managing,
or leading. I'm the one who designs the
plans and helps people implement those plans
to get better.
Why do you have to have a "Customized
Design" to get to breakthrough?
Why do you think training programs only
work on a certain segment of those being
trained? Why do only some of the people
being trained get better? The answer is,
because Breakthrough Achievement is different
for everyone. I help people at all levels:
executives, managers, top producers, average
producers and even strugglers. And I must
say, there is no "one size fits all" roadmap
when it comes to improving to the next level.
Especially when you are comfortable, breakthroughs
require honest clarity about who we are
and what our true intentions are for our
lives. When we change our intentions to
go where we are the most uncomfortable,
a statement that is easy to make but difficult
to do, opportunities for breakthrough open
up.
Yet you claim there are only "Four Kinds
of Sales People?"
I discovered over 15 years ago that there
were only four kinds of sales people. I
gave a speech to about 250 people in 1990,
most of who were in sales. I tied the four
kinds directly to the business that we were
all in at the time. The feedback was absolutely
incredible. From that day on, I began refining
the "Four Kinds." I watched as some sales
managers really grabbed the concept and
ran. I saw them gain market share as they
learned how to communicate better and find
the keys to inspiration with their team.
I helped them bring in talent that was consistent
with the profile of two of the types of
salespeople- top producers. Since then,
nobody has come up with more or less than
four.
Is that why you wrote the book The
Four Kinds of Sales People?
I wrote the book because I believe it is
a powerful message for executives, managers,
top producers, mediocre producers, strugglers,
and even people considering sales. It is
a great tool for recruiters and human resource
people as well. There are only four kinds
of salespeople, who are on four different
paths. Those who read the book will find
themselves and powerful insights into what
they have to do to get better. Show me a
top producer that doesn't want to get better
and I'll show you an individual in a "comfort
zone."
Why is it different than most other books
on sales?
I've found that most books on sales are
technical "how to" books. Or, they're motivational
books that don't go that much further than
creating a short term "buzz." That's not
what this book is about, nor is it what
I'm about. It is my intention to shake up
sales people so that they will do the things
necessary to take their selling game to
the next level. If you want to determine
exactly who you are and what you want to
become, and, if you want to choose and customize
your path to the next level, then I have
something for you. It requires rigorous
honesty and a commitment to self examination.
Not everyone is prepared for that level
of honesty. And, it's a fast and easy read
told in story format about four characters.
Why not just be a "Motivational" speaker?
I have a lot of respect for very good motivational
speakers, and frankly, I enjoy the entertainment.
But look at it this way. When the seminar
is over and people return to their daily
lives of selling, what real and tangible
changes are they going to make? Many times,
motivational speakers just paint a picture
about the destination. You get a snap shot
of what success is like once you have it.
They tend to gloss over the journey. The
key, in my experience, is that success is
all about the journey. The journey is what
is real. The journey has its share of pain
and confusion. There is a fair amount of
time spent "groping" for the keys to success.
That's a reality for anyone who has ever
made it big in sales. Senior executive down
to the beginner, the best have scars. I
deal in the scars. They leave the clues
necessary to get better. Anything less is
just a "seminar buzz." In my experience, "buzzes" wear
off pretty quickly.
What exactly do you do for your
clients?
Through all my products and services I aim
to do one thing. Help people, no matter
what level they are at, design a personal
path that will get them to the next level.
There are certain factors involved in "customizing" your
path to breakthrough achievement. No matter
what program my clients select, I aim to
help them break through. What does that
translate into? If you're an executive,
it's better leadership and management skills.
I provide my clients with a complete understanding
of the strengths and weaknesses of their
entire sales organization, and what they
have to do to take their company to the
next level. If you're a sales manager, it's
shared and meaningful goals between you
and your team, as well as individual coaching
that provides the tools and insights needed
to handle situations as they come up. If
you're selling directly, it's about getting
more sales and the things, the REAL things
that you have to do to get there.
Bottom Line: I help companies and people
in sales at all levels take the journey
to breakthrough achievement.
Why is that important?
First of all, I believe in the tremendous
power of helping people. I believe we are
most rewarded for reaching our hand out
and helping. And I don't mean just financially.
Secondly, the journey to the "breakthrough" is
different for everyone. What's good for
the top producer is not good for the struggler.
What's good for one Executive Vice President
may be completely different for another.
The key is "Personal Path." If getting better
isn't extremely personal, I don't know what
is. The answers don't come off the shelf.
They come from within. If you are in sales,
and you are not constantly improving, then
you are on the edge of slowly deteriorating.
Market conditions, most notably in highly
competitive environments, are always changing.
Sometimes it's very subtle and when we get
comfortable, we can tend to miss opportunitities.
I don't like my clients to miss opportunities
so I get right in the trenches with them.
What do you like most about sales
people?
They remind me of me.
What lies ahead for sales executives,
managers, and sales professionals?
It used to be that sales management focused
on their weaker producers while making sure
their top producers were happy. It's no
longer like that because management is stretched
thin. Span of control is greater and they
don't have the time they used to have to
spend with mediocre and weak producing sales
people. Now management spends their time
where their opportunity is greatest and
that's with those who can produce right
now. Or, those who have the potential and
are willing to make the necessary changes
to go to the next level. That means that
many are left to fend for themselves. They
either change or they get changed. They
at least need a wake-up call.
You can see it going on right now. Competition
is getting fiercer each day. The very best
sales people continue to get better, but
that pie is shrinking because not everyone
is willing to do the things necessary to
get better. Those who are doing the same
things that they were doing even one year
ago may find themselves in a position where
they are losing market share, and, therefore,
personal income.
If you're leading a sales team, it's much
more than providing them with good product,
time and territory management tools, sales
training, etc.... You have to get them to
go to the dark side of their skill set and
work on those things they are weak at. But,
you have to show them the way, and, they
have to want it.
Isn't that the essence of "Breakthrough
Achievement?"
Yes
There is much more to life than
business, what are your outside interests?
I've been married since 1981 (you can count
the years) and we are lucky enough to have
three terrific children. Clear in my mind
are the days that I put business and other
interests ahead of my family. Luckily, some
years ago I had a breakthrough that helped
me refocus my life, and it's been terrific
ever since. I know what's important and
nothing is more important than my family.
Working out six days per week is a passion
that I developed almost 10 years ago. I
lift weights and do cardio six days per
week. I also am a black belt in Kenpo Karate
and continue to train on the heavy bag on
a regular basis. I tend to find my serenity
in a pool of sweat.
Also, I am a dog lover. Just ask my yellow
lab (he's really white) Charlee. We spend
a lot of time together.
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