Biography

MICHAEL G. MALAGHAN
Author and Sales Management Developer

Michael G. Malaghan is qualified to write this book on sales management for the simple reason he did it-many times in many places. What he did was convert good salespeople into outstanding sales managers. Few leaders have come close to developing 1,000 sales managers over a lifetime. Mike has.

A father, a husband, a world traveler, and a master salesman, Mike retired to write this book the year 2,000 sales reps were producing $200,000,000 a year in sales. Regarded as a legend in the field of commission-based selling, Mike has been writing this book for decades in the form of sales management development courses. You are welcome to take a peek at some of Mike's articles on sales management at www.malaghan.net

Born in the Midwest, raised in Florida, Mike took a summer job in 1961 selling books to earn money to go to college. What he didn't know was that he was embarking on a lifetime career that would lead him to become a premier sales management coach. He finished his career 41 years later as president of a company leading five direct-sales organizations spread across Hong Kong, Taiwan and Japan.

Selling encyclopedias for P. F. Collier, Mike paid for college. By his senior year he had become a sales manager and had written his first sales management course. Mentoring himself, he read books on selling and psychology, honing his ability to read people, and learning how to develop managers. "What I learned early on," says Mike, "is you can fast track sales management development through a combination of example and training."

Following graduation in 1966, he volunteered for the Peace Corp, where for two years he served as loan officer for the Ford Foundation. He extended his tour to work on the Peace Corps staff as a trainer and administrator of in-country training for new volunteers.

In 1969-1970, Mike returned to Florida, supervising three sales offices in Jacksonville as District Sales Manager for Grolier Encyclopedias. In 1971, he established a marketing and sales company based in St. Thomas, Virgin Islands, where he and his sales force represented a dozen companies throughout most of the Caribbean with the exception of Cuba. The management of eight to ten 'mini' sales groups that covered a wide geographic area forced him to formalize a system for developing managers, backed up with written materials.

In 1979 Mike became Vice President of Marketing of International Horizons in Tokyo, Japan. International Horizons sold English language products and was also a licensee for the Walt Disney Company.

In 1981 Mike embarked upon a successful 10 years with Encyclopedia Britannica, first as the Sales Manager for both the military and expatriate markets in Japan and Korea. He then transferred to corporate offices in England as assistant to the president where he was in charge of training and recruiting. It was in England where he developed his five-day "Keyman" sales management course with Joe Adams, president of Britannica.
Sales doubled in the two years he was in England.
In 1992 Mike returned to International Horizons. That would start an incredible streak of increased sales EVERY year for eleven consecutive years. In 1994 Mike addressed a group of his top sales managers and made this pledge: "I will not leave my post until at least 10 ten of you are millionaires." Mike says, "By that time I had confidence that my sales management development program would continue to graduate motivated competent leaders who would build sales empires. I kept my pledge twice over."

Mike continued to build on the foundation of his basic sales management program by developing various advanced sales management programs for the graduates of his Keyman training course. Rather than expounding theory, Mike emphasized proven practices that successfully recruited, trained, and motivated a sales team. Although Mike didn't know it at the time, he was writing the core material for the book he had long looked for. Each year the system outlined in his materials was refined. As the number of sales managers grew and as they were trained to develop managers, sales continued to accelerate.

In 1995, International Horizons asked him to take on the untapped territory of Hong Kong. Mike utilized his then fully developed "Keyman" training course to quickly hire and train a core team of local sales managers. 18 months later that team of managers was directing 300 full time sales reps selling $2,000,000 monthly..

Mike was promoted to president of all Asian operations in 1999 so his leadership development skills could come to bear in the languishing Japan market.. Mike led a resurgence program in Japan with a mature sales force.. Senior sales managers responded to his management development courses. They prospered. They used the sales management course materials to train new sales managers. A more efficiently trained cadre of sales managers converted a sales operation from doing $50 million a year into $110 million in annual sales -- within three years.

Mike was able to retire at age 59 to indulge his dream of writing a book to share all these tested proven sales management practices. "I wish I'd had a book like this years ago," Mike said. "On the other hand it has been a thrill to see how courses I developed have really accelerated the success of managers who wanted to become more effective."

MAKING MILLIONS IN DIRECT SALES -The 8 ESSENTIAL ACTIVITIES Direct Sales Managers Must Do Every Day To Build A Successful Team and Earn More Money (McGraw-Hill March 2005) is a 'how-to' blueprint with 8 daily 'must-do' steps for managers in direct face-to-face commission selling who want to build successful teams. Authors whose very books served to mentor him have planted generous praise on Mike's book, as the first of its kind for those in direct sales management. Not only is it a manual with proven 'do-this' step-by-step direction, the tried and true blueprint offered in 8 Essential Activities is a no-fail method for building quota-busting sales teams. To address the booming Direct Sales market in Asia, translations into Mandarin and Chinese will be available in 2006.

MEDIA CONTACT
Georgi Streetman
PO Box 915
Spearfish SD 57783-0915 USA
PH: 605-717-9472
FAX: 605-717-9474
Georgi@rushmore.com

MIKE'S OFFICE
Malaghan Sales Management Development-FL
2336 SE Ocean Blvd. #374
Stuart, Florida 34496, USA
PH: 904-626-4725
mgm@malaghan.net
www.malaghan.net

Mike lives in Hawaii almost half the year.