Effective Books That Level Up Your Sales Management in 2019

Sales management is about managing the goal of your company. Increase sales and your company grows. And while that may be a simplification, how to actually get there is much more difficult to get right.

Luckily, these transformative books are here to share the wisdom of their successful authors. Follow their footsteps and you’re bound to find a strategy that works best for your business.

#1 Sales Management Simplified by Mike Weinberg

This book is a straigt-forward discussion about what Sales Leaders need to do on a daily basis to lead, coach and inspire sales reps. to strive to do their best while holding them accountable for hitting the goals set for them.

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#2 Predictable Revenue by Aaron Ross

I like this book’s proven systematic quantitative approach that has influenced myself and my company’s approach to sales as a service.

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#3 Sell It Like Serhant by Ryan Serhant

In the book Sell It Like Serhant the author, Ryan Serhant, provides valuable advice on how to sell anything. Some may know Ryan Serhant from the television show, Million Dollar Listing or from his YouTube channel and other social media accounts. He got his start in real estate rentals and is now one of the biggest real estates agents in all of New York City, USA.

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#4 The Coaching Habit by Michael Bungay Stanier

He speaks from experience and tells it like it is. Brene Brown and Daniel Pink (who also wrote a great sales book) are fans of his too so he is the real deal with 7 essential coaching questions to incorporate into your sales team¹s day. Great tips with real impact.

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#5 To Sell Is Human by Daniel Pink

In this classic, he explains how to make your message clear and persuasive to motivate people and why changing their minds is not always the best way to close a sale. It is a great read for the whole sales team.

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#6 Emotional Intelligence: Why It Can Matter More Than IQ

Why is this a must-read? Because successful selling and influence begin with mastering the self. This was also one of the first books I read on the role emotions play in shaping our decisions. But more importantly, the book offers insights on how to improve our most important relationships: that outside of work.

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#7 How to Win Large Outsourcing Opportunities for Professional Sales People by Frank van Riemsdijk

As a sales professional in the Outsourcing Services Industry, would you not like to be successful in your job? I think everybody wants that. But how can you be constantly successful, and what is success?

Success in our world is being a winner. In other words, just winning opportunities on and on. Is that feasible? Yes, it is. As an international sales professional who is still working for more than 20 years in this industry and is very successful, some old colleagues even called me the best in the industry, it was, for me, the time to put my practical real-life experiences on paper and to share with you why I have always been very successful in winning large outsourcing opportunities. It is a practical book and purely written from real-life experiences.

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#8 Entrepreneurship $ales 101 by Trevor K. Whittaker

Trevor K. Whittaker brings his more than thirty-five years of business and sales experience to bear in Entrepreneurship $ales 101, sharing a mine of information with would-be sales people. There is an art to selling, and as selling is the absolute foundation of business (Entrepreneurship (minus) 101 – Whittaker’s first book in this series) it is important that entrepreneurs and their sales staff are familiar with and experts in the art of the deal.

From ‘summarising needs’ to the ‘close’, Whittaker analyses each step in handling prospects, supplying his own methods and insights along the way, such as the sales quadrant and kpa (key performance areas). Whittaker shows that sales is a people industry where both the prospect and the sales entrepreneur need to understand each other for both sides to benefit in terms of efficiency, opportunity and success.

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#9 High Performance Presentations by Dee Clayton

Want to give powerful, persuasive presentations? Presenting by reading a few slides is easy, only a few know the secret to gain genuine buy-in:

• Stop undermining your credibility
• Feel confident
• Talk without slides
• Ban boring conference calls
• Encourage interactivity
• Answer questions with ease
• Demonstrate strategic thinking
• Uncover your personal style

Use the book as a long term tool for success or as a quick reference to pinpoint areas of focus.

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#10 Anti-Sell by Steve Morgan

Anti-Sell is aimed at freelancers and small business owners who don’t like or struggle with sales. However, it’s also been useful for experienced salespeople as well, as it leans towards ‘softer’ networking and lead generation tactics that don’t rely on the hard-sell. So whether you’re new to sales or a ‘sales guru,’ it’s a handy guide to have.

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#11 Ignite Your Sales Power! Mindfulness Skills for Sales Professionals.

Grow your business with this easy-to-follow book, and learn to develop a positive, customer-focused approach to sales.

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#12 Cracking the Sales Management Code by Jason Jordan

It breaks metrics into three categories; Business Results, Sales Objectives, and Sales Activities. Many companies and managers focus on Business Results such as revenue growth and gross profit. But the authors make the point that these are not manageable. Whereas Sales Activities such as the number of sales calls made per rep, dollars spent on rep training, and the number of accounts assigned per rep can be proactively managed. The authors argue that managers must focus their efforts on the critical few Sales Activities that will directly affect the Sales Objectives and Business Results.

Cracking the Sales Management Code changed how I measure and manage my sales team. To implement, we first began by defining the Business Results we want. Second, we identified the Sales Objectives that will lead us to those Business Results. Next, we selected a process that can directly influence the Objectives. Lastly, we choose specific Activities within those processes that we can manage on a day-to-day basis.

As a result of Cracking the Sales Management Code, we dramatically increased the number of appointments booked, which later led to increases in net new revenue.

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#13 Coaching Salespeople Into Sales Champions by Keith Rosen

Keith Rosen explains in detail the importance of coaching of salespeople to achieve extraordinary results. The idea is to help people develop the champions attitude through a variety of coaching practices. You will be equipped with lots of coaching tips that will help you manage even the most stressful and challenging situations.

Before buying a copy make sure to compare the price at various outlets:

Book Depository (International)Waterstones (International) Read more reviews and buy the book here