The 5 Best Books for New Sales Managers

The 5 Best Books for New Sales Managers

 

I am seeing more and more managers with no previous sales experience, being promoted to sales management positions. I see this a lot in technical companies where the newly hired manager has excellent experience in other areas of the organization, like operations or support, but no direct selling experience.

 

In addition to suggesting classes, webinars and on-going coaching – I also have a running list of books that I’d recommend to new sales managers. I for one, am a visual learner, making books an excellent source of knowledge for me.

 

Here are my choices for the 5 Best Books for New Sales Managers (in no particular order):

 

1.         Switch by Chip and Dan Heath

“How to change things when change is hard.” This is a great book on motivation and how to get people behind your plan.

 

 

2.         Proactive Sales Management by Skip Miller

This is an overall excellent resource on sales leadership. Very practical guide.

 

 

3.         The Five Dysfunctions of a Team by Patrick Lencioni

This book isn’t specific to sales management, but is important in its emphasis on teamwork.

 

4.         The #1 Sales Team by Stephan Schiffman

Books by Stephan Schiffman are a requirement for any sales manager’s shelf. He is superbly practical and blunt.

 

 

5.         Success is a Choice by Rick Pitino 

One of my favorites – written by a coach Rick Pitino. The book illustrates how to push the ownership of winning from the manager, to your team.

 

I reserve the right to pick 5 new favorites in future blog posts!