No matter where you are in your sales leadership career, without proper sharpening, you’ll wind up dull. Here are eight books every sales leader should read in 2022.
by
Karli Stone
UPDATED Nov 19, 2024
8Min Read
You’ve just been promoted to sales manager. In front of you lies the exciting, but daunting task of empowering a sales team and driving the company to its highest performance.
Or maybe you’re a veteran sales leader. You have plenty of sales strategies from years of experience, but lately, your results have been reaching a plateau.
No matter where you are in your sales leadership career, without proper sharpening, you’ll wind up dull.
Books are an easy and cost-effective professional development (PD) tool. That’s why we’ve put together a list of important sales reads – straight from the minds of some of the most influential and successful sales leaders out there – and the reasons why we recommend them.
From sales methodologies and metrics to sales development and hiring, you’ll walk away from these reads with actionable ways to close more deals and become the most effective and influential leader you can be.
This is the all-in-one read for sales leaders looking to implement best practices that drive high-velocity sales organizations. Nuts and Bolts of Sales Management uncovers a deeper understanding of topics like:
Why we love it:
60% of sales leaders anticipate their team won’t be able to hit quota by year-end.
It’s crucial that sales leaders uncover the proven methodologies, sales tools, and management skills to boost sales performance from start to finish. The real-life examples and tactical advice from this book will help get you there.
- John R. Treace, Author of "Nuts and Bolts of Sales Management"
Sell with a Story provides you with all the ingredients for an effective sales story. Explore this read to learn how to choose the right story, craft a memorable, customer-centric narrative, and use those narratives to build rapport, address objections, and close deals.
Why we love it:
Stories are up to 22x more memorable than your average black-and-white facts and figures.
From sales pitches and websites to video calls and emails, learning how to tell a winning story can increase buyer confidence, shorten the sales cycle, improve customer retention, and, ultimately, boost revenue.
From teachers persuading students to do their homework to lawyers selling the jury on a verdict, sales happen in and around us every day. This book gives sales leaders a fresh perspective on what it means not just to sell to prospects but to communicate with humans.
Why we love it:
Pink redefines the “ABCs” of selling as:
This is a formula that can help you create a team of empathetic sellers who connect with contacts and convert them into customers, faster than ever.
Social psychology, neuroscience, behavioral economics – who knew how much science went into selling?!
This book is about aligning your sales strategies with how your prospects naturally think about purchasing. Using numerous psychological studies and professional voices, it gives sellers a practical toolkit for engaging buyers and moving deals forward.
Why we love it:
Unlike a lot of “self-help” books, The Science of Selling uses hard and fast evidence rather than anecdotes and subjective advice. It includes proven ways to help your sales teams:
Suzanne Paling, Founder of Sales Management Services, has two decades of sales management experience and created a guidebook for sales managers looking to up their problem-solving skills.
This book will give you an arsenal of leadership strategies to help you confront common sales issues like poor prospecting performance and unmotivated sales reps.
Why we love it:
A huge part of being a sales manager is knowing how to solve problems. This gives sales managers a step-by-step guide on effectively dealing with problems by:
Bonus: If you’re looking for additional resources, check out this article on how to use problem-solving questions to lead a winning sales team.
If you feel like your team is struggling through its selling strategies, Keenan is here to disrupt your outlook. By “selling to the gap,” sales teams can revamp their processes from prospecting through to closing.
This book challenges widely held sales beliefs that have been holding sellers back for decades (e.g. ‘closing is the skill of strong salespeople’ and ‘price is the main reason why sellers lose sales’) and gives open-minded sales leaders a fresh outlook for 21-century sales success.
Why we love it:
Problem-centric selling is an indispensable part of sales leadership. Take it from our very own Director of Product Marketing, Ara Bilazarian, “The science of problem-solving is being data-driven, the art is coming up with solutions”.
Gap Selling gives you a framework for better understanding customer problems and objections and gives you the tools you need to recommend solutions.
- Keenan, Founder and CEO of The Sales Guy and Author of "Gap Selling"
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Emotional intelligence is an essential (and often undervalued) skill for personal and professional success. This book will guide you in becoming an emotionally intelligent leader that knows how to communicate with their employees and make them feel valued.
Why we love it:
This read will enable you to achieve your fullest potential by delivering a step-by-step program for increasing your EQ through four core skills:
It even comes with an EQ quiz!
Sales Leadership delivers a chronological path to develop yourself as a better coach and a better leader. Using the L.E.A.D.S coaching framework, Rosen teaches readers how to ask more questions, give less advice, and build trust and accountability.
Give this book a read to learn how to embed coaching into your daily conversations and rhythm of business to create a thriving and high-performing sales culture.
Why we love it:
The ability to coach directly affects your bottom line.
Sales reps with 30 minutes or less of sales coaching per week receive win rates of 43%, and those that receive at least 2 hours of coaching per week, have a win rate of 56%! These are numbers you can’t afford to ignore…
This read gives you tactical, actionable advice for becoming a better coach and more effective leader.
Before you start a new Kindle download or head to your local library (they still have those, right?), we want to leave you with a few quick tips for getting the most out of your PD reads:
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