On Selling Management [Paperback]

Ulrich HERTER (Author), SPIDER LOCKHART (Author)

Book Description

Publication Date: November 1, 2008

Doubling you pipeline. A 64% increase in sales. All this in as little as 12 weeks after implementing a campaign. These are the kind of results companies all over the U.S. are obtaining using the revolutionary Selling Management Framework, the PATH. With a combined experience of over 60 years in selling management and running companies, Lockhart and Herter provide a step-by-step implementation guide to revitalize your selling operation and cut out inefficiencies. Whether they are in personal business to business sales, in channels, in telesales or in retail, your sellers can perform better when they focus relentlessly on the things that really matter in selling. Start today to better manage your selling process and drive your organization to a higher level of performance.

Editorial Reviews

Review

Selling is, of course, fundamental to the success of any commercial enterprise. On Selling is an invaluable guide to organizing, measur- ing and driving this business-critical activity. With their book, Lockhart and Herter go beyond introducing their revolutionary con- cepts and approach. In addition, they offer a lifetime of entrepreneur- ial and selling success to the readers. on Selling Management should be read and referenced again and again by any executive serious about improving the revenue performance of their organization --Warren Harris, CEO, INCAT

What I was looking for, more than anything else, was increased struc- ture and predictability for our sales operation. Lockhart and Herter will show you exactly how to do that: how to get everybody involved in both selling and marketing to speak the same language and how to add transparency to what is happening before the customary quarter- ly surprise. The Path also introduced meaningful measures along the way and how to put selling in the proper context with the other activ- ities in the company. Their PATH selling management framework is a must for any company aspiring to improve their performance --Jeffrey Ehlers, CEO, Relational Technology Solutions

About the Author

Ulrich is an experienced entrepreneur and company executive. He founded a high technology sales company focused on the engineering and design markets on a shoestring, grew it organically and through acquisition to international prominence, took it public in London and subsequently sold it to a huge international conglomerate. Ulrich holds a degree in Economics from the University of Freiburg, Germany and an MBA from Wayne State University. Spider is an experienced sales executive who has implemented The Path in a number of assignments ranging from pre-public startups to Fortune 500 companies. He has held field and executive sales roles at Tektronix, Sun Microsystems and Dell Computer among others. Mr. Lockhart developed The Path as a solution to his initial challenges as a field sales manager and has overseen its development and success for over 15 years. After completing his undergraduate work in Political Science at Memphis State university and Hall College, he received his MBA certificate from The Freeman Business School at Tulane

Product Details

• Paperback: 380 pages
• Publisher: Arbor Eight Publishing; 1 edition (November 1, 2008)
• Language: English
• ISBN-10: 0615246931
• ISBN-13: 978-0615246932
• Product Dimensions: 9 x 6 x 0.8 inches
• Shipping Weight: 1.2 pounds (View shipping rates and policies)
• Average Customer Review: 4.9 out of 5 stars  See all reviews (11 customer reviews)
• Amazon Best Sellers Rank: #1,843,953 in Books (See Top 100 in Books)

Customer Reviews

Most Helpful Customer Reviews

1 of 1 people found the following review helpful:

5.0 out of 5 stars Proven method, November 25, 2008

By 

Chuck Asmann (Northville, MI) - See all my reviews

This review is from: On Selling Management (Paperback)

This book describes "The Path" which I have used at two different companies...and it works. We increased our pipeline significantly by following the methodology described in this book. Just as importantly, it gave the sales and management team a framework for tracking the sales activity and progress for each engagement. This takes common sense and puts it into a system.

4.0 out of 5 stars "Organizing the Sales Department", April 8, 2009

By 

Debra Gaynor "ReviewYourBook.com" - See all my reviews
(REAL NAME)   

This review is from: On Selling Management (Paperback)

This is not easy reading, but there is a lot of much-needed information in this well-written book. Many salespeople are left to their own whims. The authors, Lockhart and Herter, advise against this, but they do not believe in micro-management, either.
They explain that the sales department is where the money is actually generated, so it must be controlled to maximize its potential. They introduce the PATH system. In a nutshell, the PATH system puts professionalism into sales. Does it involve micromanaging? It should not have to. I believe the authors would agree that if you have a salesperson you have to micromanage, you should let them go.
Those in sales and academia will benefit from this book.

5.0 out of 5 stars A business manual discussing advertising and the importance of sales, March 8, 2009

By 

Midwest Book Review (Oregon, WI USA) - See all my reviews

This review is from: On Selling Management (Paperback)

Sales are the bottom line - you make them, you make money. You don't, you lose money. "On Selling Management: The Path to a Better Top Line" is a business manual discussing advertising and the importance of sales. Describing a professionally designed "PATH" for business leaders, Ulrich and Spider draw upon decades of experience to bestow upon the reader. "On Selling Management" is of consideration to any business, of many sizes.