In: Sales

Sales Management

Often the very best salespeople are promoted into sales management. Then, they take on a very different responsibility incorporating all they know about selling, as well as all they need to learn and implement about managing the sales function, building a great team and leading other salespeople. To build that portfolio or to keep your current sales management skills up to date, start here.

Summaries

8 Book

Sales Management
Models for Developing Sales Strategies
Robert J. Calvin
McGraw-Hill, 2001
8 Book

Effective Sales Enablement
Achieve Sales Growth Through Collaborative Sales and Marketing
Pam Didner
Kogan Page, 2018
9 Book

Sales Growth
Five Proven Strategies from the World’s Sales Leaders
McKinsey & Company Inc. et al.
Wiley, 2016
8 Book

Sales Training
Jim Mikula
ASTD Publications, 2004
9 Book

Next Level Sales Coaching
How to Build a Sales Team That Stays, Sells, and Succeeds
Steve Johnson and Matthew Hawk
Wiley, 2020
8 Book

Love Your Team
A Survival Guide for Sales Managers in a Hybrid World
Helen Fanucci
Helen Fanucci, 2022
9 Book

The Transparent Sales Leader
How The Power of Sincerity, Science & Structure Can Transform Your Sales Team’s Results
Todd Caponi
Ideapress, 2022
8 Book

The Complete Guide to Sales Force Incentive Compensation
How to Design and Implement Plans That Work
Andris A. Zoltners et al.
AMACOM, 2006
9 Book

The Giants of Sales
What Dale Carnegie, John Patterson, Elmer Wheeler, and Joe Girard Can Teach You About Real Sales Success
Tom Sant
AMACOM, 2006
7 Book

Coaching Salespeople into Sales Champions
A Tactical Playbook for Managers and Executives
Keith Rosen
Wiley, 2008
7 Book

The Accidental Sales Manager
How to Take Control and Lead Your Sales Team to Record Profits
Chris Lytle
Wiley, 2011
7 Book

Fundamentals of Sales Management
For the Newly Appointed Sales Manager
Matthew Schwartz
AMACOM, 2006