Brush up on your sales skills while enjoying the summer! Here is a summer reading list for sales managers!

1. 5 Must-Reads for
Sales Managers
A SUMMER READING LIST

2. Book #1: Predictable Revenue
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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.

3. Book 2: Hire Right, Higher Profits
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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.

4. Book 3: To Sell is Human
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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.

5. Book 4: Sales Coaching
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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.

6. Book 5:
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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.

7. Build Your Sales Team!
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Tim Sieck, Sales Coach
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