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“Amateurs practice until they get it right. Professionals practice until they cannot get it wrong.”

Patrick T. Malone has over thirty five years of experience in operations and sales management and is a Senior Partner at The PAR Group. Before joining the company in 1989 as Senior Consultant, Patrick worked in a variety of positions from Customer Service to National Sales Manager with the American Greetings Corporation and The Scott Companies.

The PAR Group is a management consulting firm that has trained more than half a million men and women the world over in the execution skills necessary to successfully implement corporate strategies.

They specialize in building skill levels in real life work situations and coaching people in teamwork, leadership, customer service, sales, management, supervision and communication.

The PAR Group

BusinessInterviews.com: Can you elaborate on the importance of concentrating on individual strengths not weaknesses in your training program?

Patrick: Trying to turn a weakness into a strength is frustrating and mostly an exercise in futility while taking a strength and building on it is fulfilling and provides an immediate return on investment. In our experience focusing of weakness will only reinforce it as barrier to success. Productive coaches of all types will never tell a pupil to “stop doing this or that”. Instead they will say “do more of this or that”. Building on strengths provides individuals and organizations an immediate return on investment as well as the muscle memory to produce long-term positive business results.

BusinessInterviews.com: Can share the concept behind the PAR skill set and how it helps companies see impressive measurable results in proficiency within two to six days?

Patrick: The simplest definition of leadership is the skill to gain wholehearted followers to a given course of action. So at its core the PAR skill set recognizes and quantifies, for the first time, the impact of logic and emotion on the decision-making process because leaders are essentially decision-getters working with potential followers who are actually the decision-makers. The second important concept is how muscle memory is built. Knowing what to do is a small part of the equation while knowing how to do it is the major component. So our training sessions are more like real work sessions with our proprietary coaching methodology included to produce immediate results while building muscle memory to achieve long-term success.

BusinessInterviews.com: What’s the difference between managing and leading a team?

Patrick: Managing is focused on systems and processes, essentially doing the right things. Leadership is focused on people, engaging others in co-owning goals and objectives. The ideal business person is a combination of these two skill sets – a managerial leader.

BusinessInterviews.com: You joined the firm back in 1989; what are some ways that The PAR Group has grown and evolved since you first came on board?

Patrick: We have expanded our network of associates and affiliates who use our proprietary methodology fill a need in their organizations while growing our revenue line faster than our expense line. We have reached a wider audience with the publication of our best-selling business book “Cracking the Code to Leadership”. We have reduced our training time by about 1/3 through the use of a blend of online instruction and classroom coached-practices. We have established ourselves as subject matter experts through monthly columns in industry focused publications. We have improved our cash flow by adopting lean manufacturing principles in managing our inventory of materials.

BusinessInterviews.com: Can you expand on the idea that, “effective sales leadership is less about being interesting to others and more about being interested in others?”

Patrick: We believe too many sales people are only interested in making a sale and therefore try to be interesting to their prospects. Our experience has proven that you will be more successful in sales if you are interested in your prospect. The more interested you are in them the more interesting you become to them. Unless you take the time to understand what your prospects value, you will never understand which of your benefits are important to them and which will inspire them to buy. This concept works equally well in salesperson/customer relationships or sales manager/salesperson relationships.

BusinessInterviews.com: What’s the biggest risk that you’ve ever taken and how did it turn out

Patrick: We thought the advent of smartphone apps presented a great opportunity for us to develop another passive income stream by developing an iPAR Mindreader app using the research we have on the impact logic and emotion have in decision-making. So we spent a great deal of time and financial resources developing the app for the iPhone. While it has been a valuable reinforcement tool and a convenient way to demonstrate our Decision Ladder, it never reached the wide spread acceptance across the generic app market that we had envisioned.

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