top 5 books for sales managers
TRANSCRIPT
5 Must-Reads for Sales ManagersA SUMMER READING LIST
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Book #1: Predictable Revenue
Aaron Ross shares lessons learned as a salesperson at salesforce.com. Changes made there to the inside sales process led to $100 million dollars in increased
revenue. There are two givens addressed by this book. None of us likes making cold calls. And we
would all like to increase our revenue, even if it’s not by $100 million dollars. This book addresses both.
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Book 2: Hire Right, Higher Profits
This book helps you identify the critical traits to look for that would indicate sales success. Hiring the right
salesperson is critical for sales managers. Learning what to look for, how to evaluate candidates, and how
to create onboarding process will help you achieve this goal.
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Book 3: To Sell is Human
One of my all time favorite sales books. Daniel Pink explains that we are all sales people regardless of the
job we do. The art of moving people to accept your products, services, or ideas is universal in any job.
Read our review of To Sell is Human.
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Book 4: Sales Coaching
The adjustment from sales professional to sales manger is a difficult transition to make. Often
the best person gets promoted and they may not be the best person for the job. Beyond learning to manage, learning to coach is a great
skill for sales executives.
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Book 5:
Solution selling is a great companion book to our Customer Oriented Selling training program.
Mike Bosworth does a great job of explaining why in today’s world, selling by outlining your
product’s features and technical data is not enough. Effective sales people need to position their products and services as a solution to one
or more of the prospects issues or problems.
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