Remember when you were in school and at the end of the year all you could think about was getting to the pool? Some teacher would try to ruin the moment by mentioning that a summer reading list would be very helpful in getting you ready for the upcoming year. Well things haven’t changed after all these years. Even though there is no one gently nudging us toward that reading list. A little homework over the summer can do wonders for helping your team finish the year in a positive way. Below is a list of 5 books for sales managers that should be on your summer reading list.
- Predictable Revenue: Turn Your Business Into a Sales Machine with the $100 Million Best Practices of Salesforce.com – Aaron Ross and Mary Lou Tyler
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.
- Hire Right, Higher Profits – Lee Salz
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.
- To Sell Is Human – Daniel Pink
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.
- Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach – Linda Richardson
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.
- Solution Selling: Creating Buyers in Difficult Selling Markets – Mike Bosworth
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.
Hopefully, this list will get you started on some of your poolside reading for the summer months. We are also confident these books will help you jump start your sales team as you get ready for the second half of 2015.
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