Upload
ontargettalent
View
121
Download
0
Tags:
Embed Size (px)
Citation preview
5 Must-Reads for Sales ManagersA SUMMER READING LIST
04/15/2023 ©2015 ON TARGET TALENT. ALL RIGHTS RESERVED. 2
Book #1: Predictable Revenue
Aaron Ross shares lessons learned as a salesperson at salesforce.com. Changes made there to the inside sales process led to $100 million dollars in increased
revenue. There are two givens addressed by this book. None of us likes making cold calls. And we
would all like to increase our revenue, even if it’s not by $100 million dollars. This book addresses both.
04/15/2023 ©2015 ON TARGET TALENT. ALL RIGHTS RESERVED. 3
Book 2: Hire Right, Higher Profits
This book helps you identify the critical traits to look for that would indicate sales success. Hiring the right
salesperson is critical for sales managers. Learning what to look for, how to evaluate candidates, and how
to create onboarding process will help you achieve this goal.
04/15/2023 ©2015 ON TARGET TALENT. ALL RIGHTS RESERVED. 4
Book 3: To Sell is Human
One of my all time favorite sales books. Daniel Pink explains that we are all sales people regardless of the
job we do. The art of moving people to accept your products, services, or ideas is universal in any job.
Read our review of To Sell is Human.
04/15/2023 ©2015 ON TARGET TALENT. ALL RIGHTS RESERVED. 5
Book 4: Sales Coaching
The adjustment from sales professional to sales manger is a difficult transition to make. Often
the best person gets promoted and they may not be the best person for the job. Beyond learning to manage, learning to coach is a great
skill for sales executives.
04/15/2023 ©2015 ON TARGET TALENT. ALL RIGHTS RESERVED. 6
Book 5:
Solution selling is a great companion book to our Customer Oriented Selling training program.
Mike Bosworth does a great job of explaining why in today’s world, selling by outlining your
product’s features and technical data is not enough. Effective sales people need to position their products and services as a solution to one
or more of the prospects issues or problems.
04/15/2023 ©2015 ON TARGET TALENT. ALL RIGHTS RESERVED. 7
Build Your Sales Team!
Meet Tim Sieck Sales Trai
ning
Read Full Article
Contact On Target Talent
Tim Sieck, Sales [email protected]
319.804.8427