7 STEPS TO SALES FORCE TRANSFORMATION:  Driving Sustainable Change in Your Organization

by Warren Shiver and Michael Perla

A successful sales force transformation can mean increased revenue, increased sales productivity, and reduced cost of sales. But up to seventy-five percent of attempted transformations fail. According to sales experts Warren Shiver and Michael Perla, the root of the problem is two-fold: salespeople are notoriously reluctant to change, and all too often, even when the sales department transforms successfully, the rest of the organization fails to keep up. In this new book, Shiver and Perla provide their proven strategy for achieving holistic, sustainable change by overcoming resistance and incorporating all parts of the organization. They include examples from many well-known companies.

Coaching Salespeople Into Sales Champions

by Keith Rosen

Sales Training Doesn’t Develop Sales Champions. Managers Do. The secret to developing a team of high performers isn’t more training but better coaching.  When managers effectively coach their people around best practices, core competencies and the inner game of coaching that develops the champion attitude, it makes your training stick.  With Keith Rosen’s coaching methodology and proven L.E.A.D.S. Coaching Framework™ used by the world’s top organizations, you’ll get your sales and management teams to perform better – fast.

Do YOU Mean Business?

by Babette N. Ten Haken

Back in 2012, Babette Ten Haken penned this tour de force on cross-functional collaboration between sales teams and IT and engineering teams. Her message resounds even more strongly today. With companies struggling to acquire and retain customers in an ever-competitive business ecosystem, it’s the power of your teams to collaborate that drives customer success and business growth. Ten Haken traverses the interface between human capital strategy for hiring and developing technical and nontechnical teams. She catalyzes compelling strategies and processes for cross functional communication and collaboration.

Fanatical Prospecting

by Jeb Blount

Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting. Learn how to keep the pipeline full of qualified opportunities and avoid debilitating sales slumps by leveraging a balanced prospecting methodology across multiple prospecting channels.Front line sales manages are responsible for maximizing the performance of each person on the team, assuring the team makes the numbers.

The book is a tactical guide to the issues sales managers face every day on the job, whether it’s how to coach effectively, how to conduct high impact business reviews, recruiting, hiring, onboarding, firing, getting the most from top performers, dealing with poor performers.  It’s perfect for people new to management through to the most experienced managers.  It’s been called THE Go-To resource for sales managers.

Own Your Day

by Keith Rosen

How Sales Leaders Master Time Management, Minimize Distractions, and Create Their Ideal Lives. Whether you’re a sales manager or salesperson, this book delivers a step-by-step self-management road map to double your productivity, take charge of your life, and Own Your Day.

In addition to learning time management strategies that will yield immediate results in your life, you will learn how to master the inner game of time management which will enable you to coach your team to thrive and help them improve their personal productivity.

Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach

by Linda Richardson

Today sales organizations know that sales coaching is a sales manager’s most important role. This books provides strategies and tools that enable managers to lead coaching conversations in which sales people actively develop solutions, take responsibility for their development, and reach their goals.

The Sales Development Playbook: How to Build Repeatable Pipeline and Accelerate Growth with Inside Sales

by Trish Bertuzzi

This book paves a clear path for the value of investing time and resources in a great sales development team. It is broken up into 6 sections, one chapter dedicated to every element of building an effective outbound sales team.

The 6 sections are 1) Strategy: A framework for aligning your sales model with market dynamics 2) Specialization: How to segment your prospect universe 3) Recruiting: How to find, hire and compensate good sales talent 4) Retention: How to engage, develop and motivate reps 5) Execution: How to properly conduct outbound sales 6) Leadership: How to be a good sales team leader, from establishing quota to performance metrics to building out a sales stack.

Sales Manager Survival Guide, Lessons from Sale’s Front Lines

by David A Brock

The indispensable guide to the toughest, most important job in sales.  Front line sales manages are responsible for maximizing the performance of each person on the team, assuring the team makes the numbers.

The book is a tactical guide to the issues sales managers face every day on the job, whether it’s how to coach effectively, how to conduct high impact business reviews, recruiting, hiring, onboarding, firing, getting the most from top performers, dealing with poor performers.  It’s perfect for people new to management through to the most experienced managers.  It’s been called THE Go-To resource for sales managers.

SELLING VISION: The X→XY→Y Formula for Driving Results by Selling Change

by Lou Schachter and Rick Cheatham

Smart companies try to stay ahead of marketplace shifts by changing what and how their company sells. In the book, Lou and Rick – veteran sales executives and consultants – argue that too many sales transformations are unsuccessful because they fail to plan for a mission-critical phase – a transition period of selling both the current and new offerings at the same time. It’s based on new research and is full of advice for salespeople, sales managers, and sales leaders.