As a sales manager, the success of your sales team and the company as a whole lies in your hands. To achieve annual growth, you must take a skilled approach to help your team meet their quotas.
One way to continually improve your expertise is to peek into the minds of other professionals, both in and outside your field. In this post, we take a look at nine inspiring books that will help you hone your sales management skills. These fresh outlooks from research directors, FBI negotiators, and fellow sales managers alike will open the door for new perspectives and the betterment of your career.
Never Split the Difference (Chris Voss & Tahl Raz)
The world of high-stakes negotiations and the skills needed most in this field come to life in “Never Split the Difference” by former international hostage negotiator, Chris Voss. Along with co-author Tahl Raz, Voss explores the nine principles behind successfully saving lives through the negotiation process. Surprisingly, these mind-blowing approaches to negotiation can easily be applied to the world of sales.
How to Win Friends and Influence People (Dale Carnegie)
The 1936 classic “How to Win Friends and Influence People” by Dale Carnegie offers a rare opportunity to build your social toolbox. The six principles explored in this book cover how to make yourself approachable and forge deep connections with the people in your life. You can apply the principles in this informative guide to your professional process to convert more leads into sales. The methods you learn will also impact your ability to effectively coach your team and control your sales metrics.
Coaching Salespeople into Sales Champions (Keith Rosen)
Keith Rosen brings you the secrets to nurturing high-performing sales reps in his book, “Coaching Salespeople into Sales Champions.” His expert coaching methods and L.E.A.D.S. Coaching Framework give you the tools to improve your sales figures year after year. With the templates and scripts provided, you can fast-track your sales team’s improvements for instant success.
Sales Manager Survival Guide (David Brock)
From team-building to leveraging systems, David Brock’s “Sales Manager Survival Guide” covers every aspect of being an awesome sales manager. You can draw upon his experience and insights to expertly handle the tasks of your role. You’ll also learn about practices that come in handy during the most difficult aspects of the sales process.
Predictable Revenue (Aaron Ross & Marylou Tyler)
Aaron Ross and Marylou Tyler offer a unique look into the world of sales in “Predictable Revenue.” The tale follows the successes and failures of sales managers and other outbound sales professionals to help inspire and support you in your career path. The real-life lessons held within the pages of this book are just what you need to achieve your company’s goals.
The Sales Boss (Jonathan Whistman)
In “The Sales Boss,” Jonathan Whistman reveals the leading tactics in hiring, training and managing a sales team. You will learn all about the psychology of encouraging excellent performance from your employees. The guidance inside this book offers inspiration in finding the right people and coaching through their greatest roles yet. With a strong team on your side, you can easily hit your sales goals year after year.
The Accidental Sales Manager (Chris Lytle)
“The Accidental Sales Manager” by Chris Lytle explores the process of excelling as a sales manager. Time-saving tactics introduced by Lytle will help streamline your processes from beginning to end. Everything you need to know about making sales and getting great results awaits you inside the covers of this book.
Sell with a Story (Paul Smith)
All you need to know about transforming routine sales presentations into conversations that resonate is held within “Sell with a Story” by Paul Smith. You will explore how to create an engaging narrative in everything you do to promote improved metrics. You’ll also learn how to build rapport with your clients, add value to your sales pitches and highlight important data as you create your stories.
The Challenger Sale (Matthew Dixon & Brent Adamson)
Become a true conversationalist with help from “The Challenger Sale” by Matthew Dixon and Brent Adamson. These sales managers offer excellent insights into the way salespeople take control of the conversation to best build relationships with their customers. In this book, you’ll learn how to forge lifelong relationships upon first meeting new clients.
With these sales management books on hand, you’ll have all the tools you need to forge a path as a truly effective leader for your team. Happy reading!