Senior Professor of Practice - Sales Excellence Institute, Director of Executive Education
Carl Herman has over 30 years of experience in High Tech sales and in senior sales management, including 25 years focusing on the Oil and Gas industry.
He earned a Bachelor of Arts degree in Economics from The Colorado College, and a Masters in Business Administration from Southern Methodist University. He has held sales and sales executive positions for five high technology companies: Unisys, Oracle, Siebel Systems, KPMG Consulting and Landmark Graphics, a Halliburton Company.
At Oracle Corporation, Mr. Herman was one of the three co-managers that started Oracle Energy, the first industry focused sales organization at Oracle. Oracle Energy was unique in having responsibility for product development and support as well as marketing, sales and implementation. Earlier at Oracle, Mr. Herman grew Texaco into the company's largest corporate account and became Oracle's first Global Account Executive with worldwide responsibility for only one account - Texaco Corporation.
As a Director and Senior Manager at KPMG Consulting, Mr. Herman built an Energy Services organization that increased revenues in this segment from $3 Million to $35 Million in two years.
At Halliburton, Mr. Herman was Vice President of Sales for US Multinational Oil Companies, a team of 110 sales and geoscience professionals. In his first year the team increased annual operating profit 80%. They accomplished this by implementing innovative strategic account selection and global management processes and a new incentive compensation plan. These major organizational changes at Halliburton created successful customer-supplier relationships with some of the world's largest corporations.
As a Senior District Manager at Siebel Systems, Mr. Herman took over a team responsible for one of Siebel's largest accounts, SBC Corporation. For two years, SBC had been trying to implement Siebel CRM for 13,000 business-to-business sales people. Mr. Herman's team worked with Siebel to increase executive involvement and improve usability of Siebel CRM, which resulted in high adoption and use. In less than one year Siebel CRM became an indispensable part of SBC's sales process. And, Mr. Herman's team sold Siebel PRM to integrate SBC's key channel sales partners in SBC's CRM system.
Prior to becoming a full time member of the Bauer College of Business faculty in June 2005, Mr. Herman served for six years as an Adjunct Professor in the Program for Excellence in Selling.
Currently Professor Herman teaches Strategic Selling in the Bauer College of Business' MBA program, as well as a number of undergraduate courses in the Program for Excellence in Selling, including Advanced Professional Selling, Customer Relationship Management and Key Account Selling. In addition, he also conducts courses in sales and customer relationship management for Executive Education clients.
Research Interest and Expertise
Changes impacting the sales force such as technology, diversity, customer service expectations and delivery, team selling, globalization, and perceptions of change and learning.
Key Areas of Expertise:
- Customer Relationship Management
- Implementation and use of technology by sales organizations
- Strategic Account Selection and Management
- Information Technology in the Oil and Gas Industry
- MH 398B
- No Web Site Currently
Southern Methodist University
The Colorado College