20 Best Sales Management Books To Become A Better Leader
Being a sales manager is a tough job.
You’re in charge of leading a team of salespeople, meeting with customers, and ensuring your team achieves its goals. You also need to stay up to date with the latest sales strategies.
Sales managers must keep learning and growing to do their job well.
Great sales managers have a knack for sales but know how to build, manage and lead a team. You have to coach and motivate your sales rep. Identify and address performance issues. And implement effective sales strategies and processes.
One of the key challenges is staying up to date with the latest sales management best practices.
Sales is constantly evolving, and sales managers need to be able to adapt to new technologies, trends, and customer needs. This requires continuous learning, development, and staying on top of industry trends and emerging technologies.
You know what they say; leaders are readers.
By investing in books, sales managers can stay ahead of the curve and drive high-performance sales teams that deliver results. Check out these best 20 sales management books to develop your inner leader.
The 20 best sales management books:
These sales management books cover various topics such as sales coaching, leadership, motivation, strategy, and more. They offer valuable insights and practical strategies for sales managers to improve their skills and drive high-performance sales teams.
1. The Culture Code
The Culture Code is a book by Daniel Coyle that explores the concept of culture and how it impacts the success of organizations. The book is based on Coyle’s research into some of the most successful companies, including Google, Zappos, and the U.S. Navy SEALs.
Coyle identifies three fundamental principles that he believes are essential for building a thriving culture: safety, vulnerability, and purpose. These are important principles that a sales manager can instill in their team. To foster innovation and collaboration, sales managers can learn how to create a culture of safety, vulnerability, and purpose.
Get your copy of The Culture Code here.
2. The Challenger Sale: Taking Control of the Customer Conversation
Based on extensive research, The Challenger Sale challenges traditional sales approaches and offers a new model for success. The authors argue that the most effective salespeople challenge customers’ thinking and provide unique insights and ideas.
Through research, sales managers will learn how to take control of the sales conversation and differentiate themselves from the competition. Key takeaways include effectively diagnosing customers’ needs, presenting ideas that challenge the status quo and building long-term customer relationships.
Get your copy of The Challenger Sale here.
3. The Coaching Habit: Say Less, Ask More & Change the Way You Lead Forever
The Coaching Habit by Michael Bungay Stanier offers a simple but powerful approach to coaching that helps sales managers develop and empower their team members. Through a series of seven coaching questions, sales managers will learn how to ask powerful questions that stimulate thinking and encourage learning.
Get your copy of The Coaching Habit.
4. Selling to the C-Suite: What Every Executive Wants You to Know About Successfully Selling to the Top
Selling to the C-Suite: What Every Executive Wants You to Know About Successfully Selling to the Top is a book by Nicholas A.C. Read and Stephen J. Bistritz that provides a framework for selling to top executives and decision-makers.
Sales managers can learn how to understand C-level executives’ specific needs and expectations and communicate effectively with these decision-makers. Read and Bistritz provide a step-by-step guide for building relationships with C-level executives and selling effectively to this audience.
Get your copy of Selling to The C-Suite.
5. To Sell is Human: The Surprising Truth About Moving Others
To Sell is Human by Daniel Pink is a classic book that offers a fresh perspective on sales and their role in our daily lives. This book explores the changing nature of work and the increasing importance of persuasion and influence.
If you don’t consider yourself a natural salesperson, you’ll be pleasantly surprised after reading this book. Daniel Pink does a fantastic job walking through how everyone, regardless of their role or job, is a salesperson. Key takeaways include how to create value for others, how to build trust and credibility, and how to overcome objections.
Get your copy of To Sell is Human.
6. The New Strategic Selling: The Unique Sales System Proven Successful by the World’s Best Companies
The New Strategic Selling: The Unique Sales System Proven Successful by the World’s Best Companies is a book by Stephen E. Heiman and Tad Tuleja that provides a framework for effective sales strategy.
The most successful sales efforts are based on a clear, well-defined strategy that considers the customer’s needs. Sales managers can use this step-by-step guide to develop a strategic sales approach, identify their needs, and create value for them.
Get your copy of The New Strategic Selling.
7. The 22 Immutable Laws of Marketing: Violate Them at Your Own Risk!
The 22 Immutable Laws of Marketing: Violate Them at Your Own Risk! is a classic book by Al Ries and Jack Trout that provides a set of principles for effective marketing.
Sales managers can learn about successful marketing efforts and how to communicate a compelling message to their target audience. Ries and Trout identify 22 “laws” of marketing essential for success and provide guidelines for applying these laws in practice.
Get your copy of The 22 Immutable Laws of Marketing here.
8. First, Break All the Rules: What the World’s Greatest Managers Do Differently
First, Break All the Rules: What the World’s Greatest Managers Do Differently is written by Marcus Buckingham and Curt Coffman. This sales management book aims to provide insights into effective leadership practices.
This book discusses how the best managers create personalized work environments and focus on employee strengths, clear goals, and ongoing feedback. Read to learn the importance of focusing on the strengths of individual employees, setting clear goals and expectations, and providing ongoing feedback and support.
Get your copy of First, Break All the Rules: What the World’s Greatest Managers Do Differently.
9. The Ultimate Sales Machine
The Ultimate Sales Machine: Turbocharge Your Business with Relentless Focus on 12 Key Strategies is a book by Chet Holmes that provides a framework for improving sales performance.
The most successful businesses can focus on t strategies and execute them exceptionally well. Holmes identifies 12 strategies he believes are essential for driving sales growth and provides a step-by-step guide for implementing these strategies.
Get your copy of The Ultimate Sales Machine.
10. From Selling to Managing
From Selling to Managing is a book by Ronald Brown aimed at helping new sales managers transition from being a successful salesperson to becoming an effective manager.
The book covers a wide range of topics that are relevant to sales managers, including how to set goals, create a sales plan, manage a team, and handle common challenges that arise in the sales process. It includes practical examples and insights from real-world sales managers.
Get your copy of From Selling to Managing.
11. Traction: Get a Grip on Your Business
Traction: Get a Grip on Your Business is a book by Gino Wickman that provides a framework for helping businesses achieve and maintain growth.
The book is based on the idea that the most successful businesses can get a “grip” on their operations by implementing a set of core principles and practices known as the Entrepreneurial Operating System (EOS). These principles are relevant for sales managers looking to set clear goals, create accountability, and build a strong and cohesive team.
Get your copy of Traction: Get a Grip on Your Business.
12. Start With Why: How Great Leaders Inspire Everyone to Take Action
Start With Why: How Great Leaders Inspire Everyone to Take Action is a book by Simon Sinek that explores the idea that the most effective leaders are those who can inspire and motivate others by focusing on “why” they do what they do.
The book is based on the idea that people are more likely to be inspired and motivated when they understand the purpose or belief that drives an individual or organization. Sinek argues that leaders who articulate this “why” can create a sense of meaning that inspires others to achieve great things.
Get your copy of Start With Why.
13. Radical Candor: Be a Kick-Ass Boss Without Losing Your Humanity
Radical Candor: Be a Kick-Ass Boss Without Losing Your Humanity is a book by Kim Scott that provides a framework for building strong and effective relationships with team members.
The book is based on the idea that the most influential leaders can strike a balance between being demanding and caring and providing specific and honest feedback to their team members directly and respectfully. Scott calls this approach “Radical Candor” and argues that it is essential for building trust and creating a high-performing team.
Get your copy of Radical Candor.
14. The Sales Acceleration Formula
The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to Go From $0 to $100 Million” is a book by Mark Roberge that provides a step-by-step guide for businesses looking to accelerate their sales growth through an inbound approach.
The book is based on the idea that businesses can achieve rapid and sustained growth by using inbound selling and marketing to attract, engage, and convert customers. It covers a wide range of relevant topics for sales managers, including generating inbound demand and building an ideal candidate profile for recruiting.
Roberge also emphasizes the importance of building a solid company culture and developing a clear growth-promoting vision and strategy. The book includes several case studies and examples to illustrate key concepts and ideas.
Get your copy of The Sales Acceleration Formula.
15. From Impossible to Inevitable
From Impossible to Inevitable: How Hyper-Growth Companies Create Predictable Revenue is a book by Aaron Ross and Jason Lemkin that provides a framework for businesses to achieve hyper-growth and create predictable revenue.
This book is considered the “growth bible” of Silicon Valley. It provides a template that the world’s fastest-growing companies, such as Salesforce, EchoSign, and HubSpot, follow to achieve growth.
Get your copy of From Impossible to Inevitable.
16. The Qualified Sales Leader: Proven Lessons from a Five-Time CRO
The Qualified Sales Leader: is a book by John McMahon that shares practical advice on building and leading an enterprise SaaS sales force.
John is an author and has been CRO (Chief Revenue Office) at five public enterprise companies (PTC, Geo-Tel, Ariba, Blade Logic, and BMC). He shares his expertise through his years as a CRO.
Get your copy of The Qualified Sales Leader.
17. Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance
Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance is a book by Jason Jordan and Michelle Vazzana that offers a new approach to sales management, focused on using data and analytics to drive performance.
The book provides actionable frameworks, metrics, and best practices to help you become a better sales manager. It’s based on the idea that the most effective sales managers can use data and analytics to identify key trends and patterns in their team’s performance. Sales managers can use this information to make informed decisions about improving results.
Get your copy of Cracking the Sales Management Code.
18. Coaching Salespeople Into Champions: A Tactical Playbook for Managers and Executives
Coaching Salespeople into Champions: A Tactical Playbook for Managers and Executives is a book by Keith Rosen that provides a step-by-step guide for sales managers looking to coach and develop their team members into top performers.
The book is based on Rosen’s extensive experience. It covers how to be a better sales coach, including having coaching conversations, providing feedback, and successfully motivating a sales team.
Get your copy of Coaching Salespeople Into Champions.
19. Sales Management Simplified
Sales Management Simplified is a book by Mike Weinberg that offers practical advice and strategies for sales managers looking to improve the performance of their teams.
Weinberg uses a straightforward style to emphasize the importance of taking an active and hands-on approach to sales management.
This book offers practical advice and real examples from the field. It teaches numerous topics, such as how to build a high-performance sales culture, retain your best sales reps, and set targets.
Get your copy of Sales Management Simplified.
20. The Accidental Sales Manager
The Accidental Sales Manager is a book by Colleen Francis that aims to help sales managers develop the skills and knowledge they need to excel in their roles.
Like many, we all fell into sales and became sales managers. His book will discuss key sales management topics such as setting targets, building relationships, coaching, and effective communication when leading a sales team.
Get your copy of The Accidental Sales Manager.
Recommendations and reviews – best sales management books
There are a lot of sales management books to cover. Although you won’t get through all these books in one sitting, you can plan to read them as you go.
Here’s my recommendation of which books are most suitable for different levels of experience and career stages.
- Best Book for First-Time Sales Managers: The Accidental Sales Manager by Colleen Francis
- Best Book for Sales Rep Turned Sales Managers: From Selling to Managing by Ronald Brown
- Best Overall Sales Book: To Sell is Human by Daniel Pink
- Best Book for Sales Coaching: The Coaching Habit by Michael Bungay Stanier
- Best Book for Sales Process: The Sales Acceleration Formula by Mark Roberge
Final thoughts
As a sales manager, your role constantly evolves and changes as your team grows. You must learn and adapt to stay on top of the latest best practices.
There are many great books out there that can help you develop the knowledge and expertise you need to succeed.
We hope you get inspired by these 20 books for sales management, which cover a wide range of topics from coaching and development to data-driven sales strategies. There’s a book on this list that can help you achieve your goals.
