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

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
8 Book

RENEWAL for Field Leaders

Leading Your Direct Selling Team Back to Growth
Brett Blake
Brett Blake, 2020
8 Video
Lisa McCarthy et al.
Business Insider UK, 2020
9 Book

Next Level Sales Coaching

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

The Qualified Sales Leader

Proven Lessons from a Five-Time CRO
John McMahon
John McMahon, 2021
8 Book

run_frictionless

How to Free a Founder from a Sales Role
Anthony Coundouris
Anthony Coundouris, 2019
8 Book

Selling to Zebras

How to Close 90% of the Business You Pursue Faster, More Easily, and More Profitably
Chad Koser and Jeff Koser
Greenleaf Book Group, 2008
Book

Sales Management That Works

How to Sell in a World That Never Stops Changing
Frank Cespedes
Harvard Business Review Press, 2021
8 Book

The Street Savvy Sales Leader

A Guide to Building Teams that Consistently Win New Business
Mark Welch
Figure 1 Publishing, 2018