On Selling Management

By Ulrich HERTER and SPIDER LOCKHART

With a combined experience of more than 60 years in selling, management, and running companies, Lockhart and Herter provide a step-by-step implementation guide to revitalize a sales operation and cut... This description may be from another edition of this product.

• Format: Paperback
• Language: English
• ISBN: 0615246931
• ISBN13: 9780615246932
• Release Date: November 2008
• Publisher: Arbor Eight Publishing
• Length: 380 Pages
• Weight: 1.15 lbs.
• Dimensions: 9.0" x 0.8" x 6.0"

Customer Reviews

Vice President of Sales

We implemented PATH in early 2008. The results were significant. We doubled our pipeline in the 1st 10 weeks and have used the Weekly Production Status Reports (PSR), Solution Development Planners (SDP) and War Rooms to generate positive results quarter over quarter in 2008. We needed a sales process that was more than a Sales Methodology and PATH was the right choice for our company. I highly recommend that you reach out to these guys if you are in search of a sales process that will drive results.

Good refresher

I just finished "On Selling Management." I am business owner of a growing, competitive and by most measures, successful company. I'm proud of it, but having finished this book I realized something important and troubling to me: I don't run my sales staff as much as they and the processes involved run me. I want to remove the waste from my selling operation and increase its efficiency, I'm pretty confident the program laid out here will help me do that. The case study presented here, in particular its downside, is eerily familiar, and it somehow mirrors many of the difficulties I face on a daily basis. The corrective actions are clearly defined and appear to be management protocols that I can implement and administer pretty easily. I'm going to implement the program as quickly as I can and put my sales group on The PATH and my company on a path to a better top-line, which is desperately needed in both a good and bad economy. All in all, a good read that will get you thinking about how you manage (or don't manage) your sales department. Pick it up, you may not embrace the practices as I am going to, but it will make you think about your sales operation in a different light.

Great Refresher

"On Selling Management" was a great refresher for me. I was introduced to the methods in a previous job and have taken many of the main points with me when I switched jobs. Like most sales people, when I was introduced to The PATH I went kicking and screaming, but after my first campaign I realized it was for me; I focused on, as the author's say, the 5 things that matters and my pipeline grew. I began using my "sales currency" appropriately and I found the selling efficiency I was looking for. I too became better at communicating with my managers and able to offer them the information they need without torturing me or them--we are both grateful for that. For Professional Sellers, chapters 6, 7 and 8 will take you to the heart of the matter and get you on The PATH, if you are like me and my colleagues that use the program, you will stay on it for the balance of your career.

On Selling Management

As a selling manager I have found the methodology of identification and tracking sales opportunities discussed in "On Selling Management" to work well for myself and my team. It gives us one clear defined way to communicate the compelling events that make up and move a sales opportunity through to closure, while allowing management to be better equipped to forecast activities. I recommend every selling organization to read this book.

Proven method

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.