1. Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives by Keith Rosen
This book will show you how you can
- Help salespeople use their hidden capacities to solve their own problems
- Create a culture of accountability where salespeople strive to live up to their commitments
- Establish a climate of constructive collaboration that allows people to grow
The downside: Once you’ve opened your eyes to the amazing possibilities of coaching salespeople, you’ll become hyper-critical of other sales managers who are stuck in the old ways of managing by “telling and yelling."
Meet the author: Keith is the founder of Profit Builders (www.profitbuilders.com), a leading sales training and sales coaching training company. I had the pleasure of videotaping Keith Rosen during a coaching session with an inside salesperson. If you are a sales manager, I recommend that you watch this six-minute video.
2. The Funnel Principle: What Every Salesperson Must Know About Selling by Mark Sellers
- How to start selling the way customers want to buy and stop selling the way you’ve always done it
- How to start measuring your sales progress based on your buyer’s commitments, instead of measuring your progress based on your sales activities
- How to dramatically improve your sales forecasting accuracy
- How to deploy an 8-step Funnel Management Process designed to optimize your sales process and help your salespeople reach and exceed their sales goals
The downside: It is hard to change established belief systems. We all grew up thinking that the best way to sell was to follow a process prescribed by the sales manager. Mark teaches us that the best way to sell is to use the buyer’s commitment as your guide.
Meet the author: I have had the privilege of working with Mark Sellers on a three-part video series. In this four-minute video Mark explains why the traditional sales funnel is outdated.
3. The Optimal Salesperson by Dan Caramanico and Marie Maguire
This is a great new book for both salespeople and sales managers. What’s great is that the expert authors will help you pinpoint your weaknesses and build up your strengths.
- How to develop a mindset that will make you a better closer
- How to replace cold calls with personal introductions
- How to create the skill set and attitude you need to sell to the C-level buyer
- How to turbo-charge your motivation to win
Here is what CEO’s and Sales Managers will get from this book:
- What your sales team needs to get your company to the next level
- How to identify, recruit and hire superstar salespeople
- How to create the most effective and productive sales process
- How to diagnose the obstacles to your sales team’s success
What do I think? The authors are experienced professionals. They’ve helped many sales organizations with hiring and developing sales superstars. They have a proven track record. The book is rich in content and immediately useful.
The downside: Reading this book may lead you to the realization that what ails your sales organization is not the lack of talent and motivation of your salespeople, but the lack of quality in your hiring process.
More about the authors: Check their website www.caramanico.com
4. The Market has Changed, Have You? By Paul D’Souza
What do I think? Paul is an enlightening teacher, a personal guru with a highly intuitive mind. The book accurately reflects how he thinks. His thinking style isn’t vertical or horizontal; it’s diagonal, contrarian, yet highly practical.
The downside: This book is a waste of time for the few people who are incapable of looking within. It’s a rich goldmine for people who want to change and deploy their true potential.
More about the author: Check his website www.pauldsouza.com
5. ProActive Sales Management: How to Lead, Motivate, and Stay Ahead of the Game by Skip Miller
- How to create a successful sales culture
- How to manage time and people to optimize results
- How to find, recruit and develop a successful sales team
- How to master the art of coaching, counseling and taking corrective action
- How to reduce reporting to ten minutes per week
- How to create a successful compensation plan
- How to integrate technology to enhance your sales operation
The downside: Many sales managers believe that they are ahead of the game and they will resist the lessons in this book. They feel that they are the sales locomotive that pulls the entire train. Unfortunately, these managers ignore the fact that there is a second engine at the back of the train, pushing hard. That second engine is a hot and eager market. When that second engine stops pushing, the sales manager will stall out.
More about the author: Check his website http://m3learning.com also check this brief video clip of Skip teaching salespeople
Stay tuned for Part II – five more books to win in 2010.
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