Summer Reading - Sales Management Books

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Of all the books published about selling, only a few focus on the management and leadership of salespeople. Luckily, I am able to recommend several recent, well-written ones on the subject.

Take the time to read one or two this summer. Implement at least a few of the good ideas you learn from these authors. You'll be glad you did during the hectic and stressful days of Q4.

Sales Management Simplified

Mike Weinberg
AMACOM: Hardcover, Kindle, Audiobook, MP3CD

This book finds its way onto many of the Must Reads or Top Books for Sales Leaders lists - and rightfully so. Mike Weinberg bases the book around a simple question: With all the technology available to sales leaders and salespeople, why do so many sales staffs miss quota?

Revisiting the beginnings of his own career, he also wonders why sales leaders spend so little time traveling with and coaching their reps, while spending so much time chained to their computer and attending meetings that are not focused on selling.

Two favorite chapters are:

  • You Can't Effectively Run a Sales Team when You're Buried in Crap

  • Playing CRM Desk Jockey Does Not Equate to Sales Leadership

Weinberg holds modern sales leaders (and their bosses) accountable while providing candid and actionable advice they can put into action right away.

Sales Management for Dummies

Butch Bellah
John Wiley & Sons, Inc.: Softcover, Kindle

An experienced salesperson and sales leader, Butch Bellah authors a book full of real world, realistic suggestions for succeeding in the difficult role of sales manager. The book stands out because he devotes entire chapters to neglected topics such as:

  • Establishing Good Working Relationships across Departments

  • Defining Your Sales Process and Training Your Team, and Creating and Running an Effective Sales Meeting

  • Inspiring Your Superstars: Managing Your Best Salespeople (a favorite)

He understands that sales leaders get pulled in all different directions. In a conversational, non-judgmental tone, Bellah offers excellent advice for spending all the time you can with these invaluable top producers.

What Your CEO Needs to Know About Sales Compensation

Mark Donollo
AMACOM: Hardcover, Paperback, Kindle

Sometimes it's helpful to read about a niche area in sales. Mark Donollo's book focuses on the biggest motivator and driver of revenue - the compensation plan.

Most people enter the sales profession to earn more money. Companies frequently don't get this, investing heavily in CRM systems and sales skills training while hastily throwing together a compensation plan or making a few changes to an existing one.

Along with reviewing the essentials of an effective compensation plan, Donollo emphasizes aligning corporate strategy with the compensation goals - an afterthought for many organizations. Like Butch Bellah, he includes three chapters on subjects often cursorily mentioned in other sales books:

  • Differentiating Top Performers,

  • Compensating the Sales Manager

  • Sales Managers Aren't Big Sales People (another favorite)

Read this book, and then revisit the compensation plan.

Sales Management Survival Guide

David Brock
Partners in EXCELLENCE: Paperback, Kindle

Get your highlighter and page markers ready. This book never pretends to be anything other than what it is: a step-by-step guide, chock full of useful, tactical advice for front-line sales managers.

How much of your time should be spent coaching? Answer: 50%. What percentage of your reps should you coach? Answer: 100%. Need to terminate a salesperson for non-performance: read the comprehensive checklist of what to do in advance of meeting with the rep. Social media: it's where many of your customers hang out, so learn how to work with it.

Using brutally honest examples of mistakes he's made in his own career as well as things he's done the right way, you always feel he very much wants you to succeed in a tough job.

The Sales Leader's Problem Solver

Suzanne M. Paling
Career Press: Paperback, Kindle, Audiobook, MP3CD

OK, this is my book.

You know that friend you always look forward to having coffee with? The one who listens without interrupting, then offers solid, no-nonsense advice for dealing with a problem you've been struggling with for a while? They put things into perspective and you don't feel so alone.

Think of The Sales Leader's Problem Solver as that friend. Whether you're wondering what your remote reps are really up to or how much time salespeople should spend on social media before contacting a prospect, the author reviews the problem from different perspectives then walks you step-by-step through real-world solutions.

Read the entire book or just the chapters that pertain to your situation. Make a promise to start dealing with whatever challenge keeps you from being as productive a sales leader as possible.