Mark Mcglinchey Email & Phone Number

Indianapolis, Indiana Area

Consulting firm providing sales and management expertise, training, and coaching. Specialize in restructuring, reorganizing, and reinvigorating sales forces. Facilitate coaching and training to sales professionals and managers. Reinforce organizational effectiveness practices while creating systems and methods for new business development. Compass Group Solutions client list has included many prominent national and local companies: Cisco Systems, Firestone Tires, Cushman & Wakefield, CSCI, Citywide Maintenance, Communications Products Inc., Skillman Corporation, CMW Manufacturing, and Indianapolis FruitAccomplishments & Recognition• Expertise helped make CSCI the fastest growing private company in Indiana• Development and creation of my own copyrighted sales training materials and profiles• Recognized as one of the top 10 sales trainers nationally • Valued speaker at Ernst and Young Entrepreneur of the Year World Conference • Listed in Who’s Who of American ExecutivesYou can e-mail Mark directly at mark.mcglinchey@compassgroupsolutions.com.

Wrote monthly sales column for 2 years. Archive at http://www.compassgroupsolutions.com/revenue-room-compass-group-solutions-sales-training-corporate-management-consulting.phpSOUND SALES: Setting personal goals helps performanceSOUND SALES: People SkillsSOUND SALES: Sales Management TipsSOUND SALES: Finding the Champion and Dealing with CommitteesSOUND SALES: The Problem ZoneSOUND SALES: Evaluating and Interviewing Sales CandidatesSOUND SALES: BaggageSOUND SALES: Setting GoalsSOUND SALES: Having a Road Map To Reach Your GoalsSOUND SALES: In Sales, You Must Have a Daily CompassSOUND SALES: Sales vs. NegotiatingSOUND SALES: Is Your Company a Sales Driven Organization … or Not?SOUND SALES: Three Big Mistakes Salespeople MakeSOUND SALES: Denial Can Short Circuit Your Sales EffortsSOUND SALES: Secrets of Successful Prospecting and Cold CallingSOUND SALES: Hey, Sales Managers!!! Stop Rescuing Your SalespeopleSOUND SALES: What’s Going On In Your Prospect’s MindSOUND SALES: Understanding and Using Sales TacticsSOUND SALES: Price Is Rarely the Real ObjectionSOUND SALES: Know When and How Much To TalkSOUND SALES: Jumpstart the New Year

Authored book offering practical and innovative insights for the selling professionalhttp://www.amazon.com/Lipstick-Practical-Innovative-Insights-Professional/dp/0972807608

Calabasas, Ca

Xylan Corporation was a leading provider of high-bandwidth switching systems that enhanced the performance of existing local area networks and facilitated migration to next-generation networking technologies. Direct reports included all sales directors. Reported to the Chief Sales and Marketing Officer. Corporate worldwide sales recruiter responsible for final hiring decision-making on all sales management and director candidates. Client list included: Dr. Pepper, Bank One, Granger, Citi Corporation, Ford, and over forty school districts across U.S. Accomplishments & Recognition• Pioneered new market in K-12 with $15 million in first-year sales • Developed sales systems, methods, tools, and benchmarks for efficiencies and success• Developed sales and sales management training materials• Facilitated worldwide corporate sales and sales management training

San Jose, Ca

Stratacom, Inc. was a worldwide leader in networking technology, producing frame relay and asynchronous transfer mode (ATM) communications switches, access devices, and support services for the fast-growing wide area network (WAN). Stratacom dominated the worldwide frame relay market with a commanding 40+ market share. Direct reports ranged from 10-16 sales staff members during my two roles with Stratacom. Client list included: AT&T, LLDS, WorldCom and forty public phone companies. Accomplishments & Recognition• Devised and lead the corporate sales and marketing strategies directly resulting in a 100% increase in revenues from 1995 to 1996, leading to Cisco Systems acquisition • Created a sales roadmap for the new IGX product launch which enabled Stratacom to be an exclusive worldwide vendor to AT&T• Developed and managed key clients from Pac West, British Telecom, Daimler Benz, CompuServe and Wells Fargo• Negotiated and established channel partners on a worldwide scale

San Jose, Ca

Stratacom, Inc. was a worldwide leader in networking technology, producing frame relay and asynchronous transfer mode (ATM) communications switches, access devices, and support services for the fast-growing wide area network (WAN). Stratacom dominated the worldwide frame relay market with a commanding 40+ market share. Direct reports ranged from 10-16 sales staff members during my two roles with Stratacom. Client list included: AT&T, LLDS, WorldCom and forty public phone companies. Accomplishments & Recognition (across two positions; see additional entry above)• Devised and lead the corporate sales and marketing strategies directly resulting in a 100% increase in revenues from 1995 to 1996, leading to Cisco Systems acquisition • Created a sales roadmap for the new IGX product launch which enabled Stratacom to be an exclusive worldwide vendor to AT&T• Developed and managed key clients from Pac West, British Telecom, Daimler Benz, CompuServe and Wells Fargo• Negotiated and established channel partners on a worldwide scale

Indianapolis, In

Purchased a small delivery company in 1984. At the time the company did business only in Indiana, had 2 trucks, 2 employees, 29 customers, and annual revenues of $150,000. As President I grew and expanded the company to Ohio and Kentucky, 150 trucks, 250 employees, 700 customers, and annual revenues of over $7 million. I sold the company in 1991 to Lanter Corporation. Accomplishments & Recognition• 1988 and 1989 INC Magazine list of 200 fastest-growing companies in the U.S.• 1991 Indianapolis Finalist for Entrepreneur of the Year Award• Increased revenues by at least 100% every year from 1985-1990

B.S., Education

Education record