Principal, Achieving Sales Results
Mike Lockman formed Achieving Sales Results in 2002. His experience includes over 35 years of sales, sales management, business ownership and sales consulting experience. In the first half of his career, he worked for two of the premier sales organizations in the world, IBM and Xerox, as a sales representative, sales manager and director of sales.
He became a sales business consultant in 1986, based in Indianapolis, Indiana. As a sales consultant, Lockman has worked with leading sales organizations and senior management throughout the United States, Europe and Japan. He has trained and coached thousands of sales reps and hundreds of sales managers and senior sales managers. He has worked extensively with sales organizations to implement a sales process and to coach the organization on how to be effective in its use. Lockman specializes in working with companies who have complex, high-dollar value-based products and solutions. His primary focus is in the software, medical device, pharmaceutical, telecommunications and automotive industry sectors.
Mike brought his consulting business to The Dartmouth Group in 1994 and became the partner in charge of their consulting practice where he oversaw the design and implementation of strategic marketing plans, the development of strategies to increase field sales force productivity, territory design, business process consulting, and turn-around reorganization efforts. At The Dartmouth Group, he was successful in changing the focus of the company from customized sales training to customized sales training and sales coaching to achieve the necessary permanent behavioral change. As a result he was instrumental in achieving major revenue growth over multiple years.
Mike formed Achieving Sales Results in 2002. Since then, Mike’s main focus has been to achieve sustainable client sales growth by coaching sales managers to teach their sales representatives how to sell effectively without outside help.
Over the past several years, Mike has worked with several clients on multi-year engagements. Some of his major contributions include providing various consulting services to:
- Guidant, a $4 billion medical device manufacturer.
- Westinghouse Communications, a $110 million division of a $10 billion corporation.
- The Summit Group, a software integrator that was eventually purchased by Ciber.
- Eli Lilly, a $10 billion pharmaceutical company.
- Medstat, a division of Thomson Corporation, specializing in healthcare decision support systems for the healthcare industry.
- ETAS, a division of German-based Robert Bosch Corporation, specializing on developing specialized software to the automotive market.
Mike received his BS in Industrial Management and Statistics from Purdue University and his MBA in Finance from Indiana University. With the creation of Achieving Sales Results, Mike has refined the methodologies he has learned, developed and tested over his 35 career so that clients today will receive a mature sales methodology that is well-honed for today’s business climate.