You don’t have time to read all the sales management books out there. As sales director Brandon Gracey notes at Handshake, the information age exhausts us with all the resources at hand. And yet, those books contain insights that can make sense and money for your sales team.
Gracey has sifted through some of the best sales management books and flagged the very best. These books synthesize the world of management information and offer actionable steps to improve performance. Here, we share three of our favorites from Gracey’s list at Handshake.com.
“Cracking the Sales Management Code”
The premise of Jason Jordan’s Cracking the Sales Management Code may be painful for sales managers: You can’t manage results. Instead, you can “build, manage, and measure the business processes that lead to the results” you want. The book clarifies the gears and levers that control sales results. It further shows you how to manipulate them for best outcomes. Apropos of our data-driven world, Jordan explores which metrics you can manage and which you can’t.
“Who: The A Method for Hiring”
As a sales manager, you may not be on the front lines of hiring. But you do want the sales hiring process to net you the best sales reps for the job (as hiring missteps can cost a company precious money and time.) In Who, Geoff Smart and Randy Street present a hiring process they call the “A Method” to get the right people into the right positions. It distills hiring to an actionable four-step plan: writing useful job descriptions, finding ideal applicants, assessing them, and selling the value of your offer.
“You Can’t Teach a Kid to Ride a Bike at a Seminar”
David Sandler wrote the original You Can’t Teach a Kid to Ride a Bike at a Seminar in the 1960s. David Mattson revised it in 2015—and it’s just as relevant to today’s marketplace. Sandler’s core philosophy focuses on building trust between seller and buyer until the sale is complete. The process of building trust is broken down into a sequence for the seller to perfect. Mattson applies the philosophy to today’s wild and wooly sales environment.
What sales management books are you staying up late to read? Share them in the comments!