On Selling Management will be available this fall. The book is coauthored by Spider Lockhart and Ulrich Herter, founders of Selling Management Partners, LLC, and published by Arbor Eight Publishing.

On Selling Management focuses on the management of the selling process itself. Targeting Sellers’ activities and indexing Buyers’ feedback, Lockhart and Herter eliminate waste and increase efficiencies in the collective and individual processes.

The book takes a comprehensive and in-depth look at The PATH, the management foundation applied in many companies whose goal is a dramatic improvement in organic top line performance. The PATH foundation calls for introducing metrics to increase visibility into the actual selling process and drive sales performance to a higher level. What’s more, applying these principles helps companies gain invaluable insight for their go-to-market proposition.

On Selling Management provides a thorough, theoretical and practical framework for the success of any selling operation. The book addresses difficult and current issues such as sales capacity, CRM systems, forecasting methods, market positioning, seller performance evaluation and more for various industries and selling environments.

"Companies truly want to manage better, and they can manage better. Yet selling management isn’t necessarily an art, it's a science," said coauthor Ulrich Herter. "We bring the science, the metrics and the methods that focus on the selling assets and drive pipeline growth."

“The PATH is in use at dozens of companies," continued Lockhart, " and we have been developing the program for years. It works, and it’s truly exciting that we now have the opportunity to bring The PATH to a greater audience.”