There are many ways to go about sales management as a salesperson or a sales leader. And one thing that increases your sales management skills is how much you know. It is the amount of what you know that will help you handle challenges. On that note, we will discuss quality sales management books that will help you in your journey as a salesperson.
Sales management books
Here are some sales management books to increase your knowledge and boost your productivity.Sales management simplified:
The Truth about Getting Exceptional Results
The author of this book is Mike Weinberg. He is the owner of The New Sales Coach, a consultancy firm that specializes in sales management. Mike Weinberg has helped many companies handle sales management issues and has also made a living from running the firm.
The book focuses on how you can lead your sales team as a sales manager. It points out your character’s roles in sales management; how you relate with your team and customers. The book also explains the sales leadership framework to foster a healthy sales routine in your company. It also teaches the basic units of sales management.
Excerpt from the book
“If you’re searching for the answer to why your sales force misses the mark, the answer may surprise you. More often than not, the issue doesn’t lie with the sales team, but with how it’s being led.”
Furthermore, reviews from sales managers who have read the book attest to the amount of value embedded in it.
Nuts and Bolts of Sales Management: How to Build a High-Velocity Sales Organization
The author of the book is John Treace. He is like alumni as he has worked in the sales and marketing space for 30 years and now owns a sales and marketing consulting firm known as JR Treace & Associates.Treacle, in his book, judiciously explained the unpredictable sales world and how to navigate it. In other words, he explained the books and crannies of sales management.
Also, Treacle’s book focuses on finding some stability within the noise in the space. The book further reveals how to ensure predictable sales performance, balance team morale, and how to get some sleep before the end of your sales quarter as a sales manager. If you want to understand sales management details like team strength and performance, you need to read this book.
Excerpt from the book
“Employees are attracted to core values when they are personally relative, and explaining them this way will make employees more inclined to believe they are working for a good company, one that has a heart.”
Reviews from people who have read the book confirm the rich content. The majority also attests to the face that Treace imbedded a step-by-step guide for sales management.
The Challenger Sale: Taking Control of the Customer Conversation
Matthew Dixon & Brent Adamson are the authors of the book. Matthew is the managing director, and Brent is the senior director of the Sales Executive Council in Washington, DC. They emphasized the need for a healthy customer relationship. However, it is a study-based book written with data from numerous sales reps across many industries. The data makes the book a significant focus on the sales manager’s necessary skills, behaviour, and knowledge. The book also explains how to handle negotiations with clients and how to organize your sales team.
Excerpt from the book
“The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force.”
So far, the book has received a lot of positive reviews stating the number of insights gotten from it. The data in this book will also help you restructure your sales experience.
To Sell Is Human: The Surprising Truth About Moving Others
The author of the book is Daniel H. Pink. He is a sales and marketing author who has been in the system for a long time. His books have reached New York Bestseller times, to show you how rich his books are. The book focuses on the art and science of selling that you can use in every aspect of your sales management job. He further breaks the point down into digestible pieces:
- Improving your elevator pitch
- Understanding your prospect’s perspective
- Making your sales message more persuasive.
In all, the book helps you sharpen your management skills so you can make the most out of them. Whether you are in a room or elevator, the book will help you know how best to approach a potential client. The book has also received a lot of positive reviews. One of the reviews even stated how the author used a better definition of “sales” to drive home his sales management idea.
Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives
The author is Keith Rosen, the founder of sales training and coaching academy, Profit Builders. The book explains in detail how to get a better-performing sales team by coaching other than training. Rosen specifically emphasized coaching. She believes that coaching enables competence and brings the best out of any sales team. In other words, coaching is the best tool for sales management.
However, the book is focused on Rosen’s L.E.A.D.S. Coaching Framework, which promises better team performance. Furthermore, the book also covers many issues, including how to boost sales, achieve a long-term R.O.I. from coaching, and retain your top players. If you are the owner of a company, this book will help you nurture outstanding sales reps within your company’s walls.
Excerpt from the book
“The ultimate problem with management inefficiency and failure is that the leadership principles taught today are just that, principles, devoid of specific, measurable actions. Most leadership training programs concentrate on ideology rather than on developing a core competency or skill.”
Reviewers commend the book for its simplicity and excellence. It is a must-read for anyone who is or aspires to be in the sales department. Also, as we earlier said, it is a good read for anyone who owns a company.
Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance
By Jason Jordan & Michelle Vazzana. Jason Jordan is a partner of sales management training firm Vantage Point Performance, and Michelle Vazzana is the C.E.O. The book outlines all that is expected of a salesperson. It also reveals how sales managers can have control over the performance of their sales team. First, you need to crack the sales management code. Cracking the Sales Management Code is focused on carrying out new research about how top-performing sales managers control their reps.
The book also gives a straightforward guide on how to mold your representatives into top performers and focus on training your agents to get the big wins—especially key metrics and sales activities that will grow your business and impact your bottom line. This is strictly about how to effectively manage a sales force, as you will get to understand how salesforce metrics work. You will have to read it to find out the difference between it and other sales management books.
From the book
“Salespeople aren’t typically taught management skills, and superstar sellers are legendary for avoiding structure and formality.”
Apart from the fact that it is an excellent book, it also broadens sales management’s scope. The book is a good material for how to manage sales and how to categorize sales metrics. This book’s information is practical, no matter how much you do or don’t know about sales management.
The Accidental Sales Manager: How to Take Control and Lead Your Sales Team to Record Profits
The author of the book is Chris Lytle. He has trained over 500 companies and startups in the financial field. This book is highly recommended for newbies in sales management. It will teach you how to avoid some mistakes in sales management. And tactics to boost the productivity of your team members. If you have never been a sales manager, this book will help you adapt well to your new role.
Excerpt the book
“You outsold your colleagues and put your company ahead of the competition, so you have just been rewarded with a big promotion to sales manager. Congratulations! Now for the rub: You’ve gone from being an expert salesperson to an incompetent manager—and on top of that, you may be stuck doing your old sales job while you transition to your role as sales manager.”
Furthermore, most companies do not have an effective training plan for new Sales Managers. This book can help you save time in your new role, thereby giving you easy tools to perform with your team better. In each page, you get practical examples of how you can manage your daily and busy life.
52 Sales Management Tips: The Sales Manager’s Success Guide
Steve Rosen wrote it. Steve is a top sales management consultant who runs the sales website StarResults. The book outlines several sales management strategies to increase sales. If you are dealing with big workload, this book will teach you many ways to handle your workload without a scratch on your skin. Also, the author shares his secret from 20 years of sales management experience in the book. So, with knowledge from someone who has been in the business, you are sure of getting value. Instead of looking for an encyclopedia to get the information you need, grab this book!
Excerpt from the book
“Sales managers are the key to driving sales performance. Yet many sales managers are not well trained or coached on how to become a more effective manager. Sales executives are not investing sufficient funds in the right way to help their sales managers up their game. As a result, sales suffer.”
Reviews from people who have read the book confirm the amount of value it carries. There is something to be said for a book that has 20 years of sales management experience in it.
Race to Amazing: Your Fast Track to Sales Leadership
Author of this book is Krista Moore, the founder of sales leadership coaching firm, K.Coaching Inc. Her client list includes startups and Fortune 500 companies.If you were recently promoted to the sales manager’s role, this book would help you get acquainted with your new position faster. Instead of offering you many tactics, the book shares experiences and stories from other sales managers who have gone through thick and thin in sales management.
It gives you practical advice on gaining clarity into your talents and how you can use them to be a better sales manager. This book also explains how to build a winning sales strategy from the ground up. And all you need to do as a sales manager to create a conducive and inspiring workspace.In addition to that, it teaches you how to find inner positivity in your sales management role that will extend to your team and colleagues, which will benefit the company in return.
From the book
“I once heard that when we think we have it all figured out when we think we know all we need to know about our product, industry, business, an area of expertise, or leadership, that’s when we regress. That’s when we grow stagnant, lose focus, and become bored, complacent, and unproductive.”
Reviews from people who have read the book affirm that it is a useful tool for improving your colleagues’ and team members’ relationships. Also, people who have read this book have overcome the challenge of a new role.Whether you’ve been working hard for a sales management role for years, or you’ve found yourself with promotion after smashing your targets as a rep, your new job role doesn’t have to be daunting.
In conclusion, sales management comes with a whole new set of challenges. The good news is, with these books, you can get all the help you need. These books and experience can support you in becoming an expert in sales management. Knowledge, they say, is power.