8 Sales Management Books You Should Read

Doing things “by the rules” is not a sustainable strategy in today’s business world. such a rigid mindset is doomed to fail in a fluid, complex and ever-changing digital marketplace.

But that doesn’t mean sales managers should avoid turning to great books for wisdom and guidance. Strengthening your expertise through absorbing and distilling information from brilliant minds will help you become a more well-rounded leader.

You are reading: Best sales management books

our look at the best sales management books covers a wide range of angles and levels of sophistication, from the best books for new sales managers to advanced books

best sales management books for the modern leader

Each of these texts offers a unique insight into sales management and how to get the most out of your sales team. reading them will help you get on the same page with reps and maximize productivity.

the best sales management books for the seasoned leader

Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance, by Jason Jordan and Michelle Vazzana

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what is it about?

Drawing on their deep experience in the field, Jordan and Vazzana created a practical guide to overcoming sales management obstacles. In the book’s foreword, Neil Rackham suggests that the three fundamental components of sales success have changed in the digital age: from selection, strategy, skill, to management, metrics, and methodology. cracking the sales management code focuses on the last three extensively.

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why should I read it?

is a great resource for sales managers of all stripes, with plenty of advice that rings as true today as it did when it was published in 2012, especially the nuances around reporting and metrics.

emotional intelligence 2.0, by travis bradberry and jean greaves

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what is it about?

Intelligence quotient (IQ) refers to our ability to learn and generally remains static after the age of 15. but emotional intelligence (eq) is flexible and can be continuously developed with the right knowledge and tools. Bradberry and Greaves outline the core skills that contribute to high EQ (self-awareness, self-management, social awareness, and relationship management) and offer tips for perfecting each.

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why should I read it?

Emotional intelligence is arguably the most crucial and overlooked element of being an effective people manager. Genuine empathy and awareness are traits that separate great leaders from good ones. Emotional Intelligence 2.0 is packed with tips to improve your skills in these areas. “Finally a book that explains how to do instead of just what to do,” said Joseph Grenny in endorsing the work.

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Training Salespeople to Become Champions: A Tactical Playbook for Managers and Executives, by keith rosen

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what is it about?

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there is a difference between training and training. Rosen’s goal is to turn the reader into a master coach with an in-depth exploration of what it takes to develop salespeople and get the most out of your team. In this book, he’ll find six universal principles of masterful coaching, six fatal coaching mistakes, seven types of sales managers, and much more.

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why should I read it?

the no. One way for a sales manager to demonstrate clear value is by improving the performance of his team. Training Salespeople to Become Champions explains how you can get the most out of your conversations with reps, build deeper trust, and nip emerging issues in the bud. Inside the book’s pages you’ll find many tactical tools, including templates and scripts.

eating your lunch: alienating customers from the competition, by anthony iannarino

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what is it about?

the less affectionate and pleasant side of sales management. At the end of the day, business is a competitive battlefield and for your team to win, someone else has to lose. Despite this reality, Iannarino does not preach a bloodthirsty and ruthless approach to displacing his competitors; instead, it offers a helpful guide to capturing the shared mindset, prospecting with a scrolling mindset, building a wall of fire around your customers, and more. “Nothing in this book will teach you that you need to win at all costs,” he writes. “You are not a mob boss or a warlord looking to destroy your rivals…instead, you will win over those customers by creating greater value than them, which is the only sustainable strategy for winning over customers.”

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why should I read it?

iannarino provides an excellent framework for understanding and communicating how to become a leader in your market and create preference for your product or service. her no-nonsense writing always makes for enjoyable reading, and since this is the most recently published book on our list, her advice is well-timed.

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best books for new sales managers

the accidental sales manager: how to take control and lead your sales team to record profits, by chris lytle

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what is it about?

“You outsold your peers and put your company ahead of the competition, for which you have just been rewarded with a big promotion to sales manager. Congratulations! Now the problem: he has gone from being a skilled salesman to an incompetent manager, and on top of that, he may be stuck in his old sales job while he transitions into his role as sales manager. sales “. with this, lytle sets up the accidental sales manager. As that passage suggests, this book is more of an introductory overview for those new to a management role, guiding them through a foreign landscape with step-by-step instructions and techniques for avoiding the “sales management trap.”

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why should I read it?

It’s a light and fun read for newly appointed sales managers, and includes lots of helpful insights for those who’ve been on the job for a while. lytle interviewed several active sales managers for the book and shares his lessons so you don’t have to learn them the hard way.

Growth Juice: How to Increase Your Sales, by john a.

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what is it about?

If you’re looking for a quick and easy read, this might be at the top of your list. full of cartoons and concisely stated points, growth juice is not so much about the principles of sales management as it is about the principles of business development. The charming presentation makes Weber’s concepts digestible and understandable to the reader. examines the key pillars of modern selling, such as highlighting value supports, carefully segmenting markets, and identifying competitive advantages.

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why should I read it?

Sales management is not just about managing a team and supervising reps; it is also about contributing to a global business growth strategy. this book will help you increase your understanding of the latter, although there is plenty of information on how to monitor and maximize your team’s selling efforts. weber also delves into social media integration as a vital solution selling initiative. baby!

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sales management. Simplified: The Plain Truth About Getting Exceptional Results From Your Sales Team, by mike weinberg

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what is it about?

“as the leader goes, so goes the organization”. The title of the first chapter of this book establishes what is at stake, and Weinberg continues with a series of recommendations to boost the performance of his team. Convincingly and directly, he walks us through the essentials of goal setting, prioritization, handling underachievers, coaching, and more.

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why should I read it?

weinberg, also author of the classic new sales. simplified., he knows what he’s doing and does a great job of providing actionable information in a frank and entertaining way. no matter what level of experience he has, this is a must read.

Sales Manager Survival Guide: Lessons from the Front Line of Sales, by David Brock

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what is it about?

Brock is a seasoned sales expert and executive who draws on a wealth of experience in the trenches to lay out a roadmap for success from his first day as a sales manager. he covers such important topics as transitioning from peer to superior, finding time to train salespeople, closing performance gaps, running productive reviews, interviewing, hiring, onboarding, and more.

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why should I read it?

is one of the most comprehensive sales management manuals out there written by a guy who really knows his stuff. brock walks you through some of the most challenging and pervasive pitfalls inherent in the job, backing it all up with data and real-life examples.

how will you manage?

Each sales manager has a different style and infuses their own personal instincts and intuition. this is how it should be. but the books listed above can help you solidify your managerial skill set and fill in any competency gaps.

Whether you’re new to sales management or have been doing it for years, it never hurts to review these timeless compendiums of people who have helped pave the way.

For more essential insights into sales management success in 2018 and beyond, subscribe to the linkedin sales blog.

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