Summary of It's Not Where You Start, It's Where You Finish

The Success Secrets of a Top Member of the Mary Kay Independent Sales Force

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It's Not Where You Start, It's Where You Finish book summary
A Mary Kay exec offers her recipe for success in life and in sales: goals, self-awareness, respect for customers.


7 Overall

8 Applicability

5 Innovation

6 Style


Let the pink Cadillac ladies jumpstart your sales career. When Mary Kay cosmetics salespeople succeed, they drive off with a big pink car. Mary Kay executive Gillian Hennessy-Ortega, one of those drivers, offers tips about goal setting, customer development and personal growth in an excellent career manual with an insightful mix of advice and examples. The book excels when delivering inspiration about setting goals. Hennessy-Ortega provides a spirited discussion about finding the right balance among home, work and spiritual growth. The author does make a heavy push for Christianity, so if you’d rather get sales advice without religious counsel, this may not be for you. But if old-time inspiration is part of your motivational package, getAbstract believes this book can serve as a productive tool for personal and career growth.

In this summary, you will learn

  • How to see yourself as an independent entrepreneur;
  • How to improve your sales performance;
  • What 10 guidelines successful salespeople follow;
  • Why you need to balance work, family and spiritual goals; and
  • How to stop sabotaging yourself.


The Irish Immigrant
Sales executive Gillian Hennessy-Ortega’s life story at first sounds like an Irish folk tale. Her mother, a classic Irish beauty, married a charming, wealthy beau named William L. Hennessy, who had impressive family connections in Ireland. After a fairy-tale wedding...
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About the Author

Gillian Hennessy-Ortega is one of Mary Kay’s leading national sales directors. She is also a popular speaker at company events and other sales meetings. As a mentor, she works with a sales team of more than 2,000 women.

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