Top 10 Best Selling Books
Posted: Tue Dec 03, 2024 6:26 am
Sales isn't about selling products and being efficient, it's about building the right system to manage and incentivize your sales team.
Humans, who are almost unique in their ability to learn from the experience of others, are also notable for their apparent aversion to doing so.
Douglas Adams
Douglas Adam (1952-2001), a British writer and radio scriptwriter, worked at BBC Radio. His book “The Hitchhiker’s Guide to the Galaxy” was a bestseller in the United Kingdom in 1984. He said that human beings, although unique in their ability to learn from the experience of others, are reluctant to do so. If you are one of the first, one of those who want to learn from the experience of others, do not hesitate to take a look at my recommendation of the best-selling books in 2020. I have read each one of them and although they have quite a few things in common, and pose similar scenarios and challenges, from each one I have been able to extract lessons from the experience of their authors.
Top 10 Best Selling Books
1.- On Sales
books-b2b-sales-on-sales
Various authors
It belongs to the Harvard Business Review´s 10 Must Reads vp technical email lists collection. If you only have to think of one sales book, this could be the choice. 10 articles totally focused on the sales challenges that exist at the moment:
Understanding your customer's purchasing center.
Integrate marketing and sales operations.
Advise your business and its impact on your sales force.
Transition beyond a sales solution.
Increasing the power of micro markets.
Motivate your sales force appropriately.
2.- Hacking Sales
hacking-sales-2-books-b2b
Max Altshuler
One of the best books for building a high-velocity sales machine, it shows you how to get ahead of the rest of your competitors with a focused and more effective effort for the sales process. This book shows you how to carry out sales operations from start to finish, learning the critical hacks at each stage of the process. From finding leads at the top of the funnel, to creating massive lists of potential clients (ICP and TAM) and using multiple prospecting strategies, it allows you to perfect the accompaniment of the process and improve closing rates.
3.- Coaching Salespeople into Sales Champions .
coaching-3
Keith Rosen
How many salespeople and sales managers are failing to reach their full potential? What stands in the way of higher performance is not something they lack, but something they don't consistently get: effective coaching. Unfortunately, most sales managers fail to provide consistent, effective coaching and lack the skills necessary to have a positive, long-term impact on their salespeople's performance. With this book, you'll gain a proven coaching framework used by leading organizations to improve sales team confidence.
4.- Cracking the Sales Management Code
cracking-4
Jason Jordan and Michelle Vazzana
Improve your sales by focusing on the metrics that matter most. “Sales may be an art, but sales management is a science. Cracking the Sales Management Code reveals that science and provides practical steps to identify the metrics to measure for success,” -Arthur Dorfman, Country Vice President, SAP. The proliferation of multiple metrics management tools has created a false sense of control for sales executives. So, it’s time to get back to basics and establish the right control that comes from what’s really happening in the sales force.
5.- Sales Management Simplified
sales-5
Mike Weinberg
Are salespeople lazy or ineffective? Are prospecting methods outdated? Why aren't salespeople producing as they should? More often than not, the answers aren't what we expect... the answer lies not with the sales team but with the way it is led. This book points out the problems that plague sales forces and the dramatic mistakes that most impact team results - even by the best-intentioned managers. This book shows, in a simple way, how to implement a correct leadership framework for the team and the sales culture.
6.- Building a Winning Sales Management Team. The Force Behind the Sales force .
building-6
Andris A. Zoltners, Prabhakant Sinha and Sally E. Lorimer
Frontline sales managers (FLMs) play a key role in helping a sales organization drive profitable revenue growth in an ever-changing business environment. But even though they are responsible for managing and driving sales force performance, FLMs often don't receive enough time, attention, and resources from sales leaders. Building a winning sales management team requires considering the importance of FLMs to sales organizations. This book shows how to cultivate successful FLM management formulas and improve team productivity.
7.- What your CEO needs to know about Sales Compensation
ceo-7
Mark Donnolo
The way a company designs its sales compensation program has a much greater direct impact on behavior and results than any sales training program, sales management method, or leadership message. Yet most executives fail to view the organization as a whole, leading to fundamental mismatches between sales strategy and organizational goals. In this book we can find valid thinking models for defining a revenue roadmap by identifying core competency areas.
8.- Compensating the Sales Force
compensating-8
David J. Cichelli
Salespeople can be motivated in a multitude of ways, but the way they are paid is the one that lingers most in their minds. Sales compensation is one of the best tools to motivate any sales force and thus maximize sales revenue. Do we have sales compensation plans strategically aligned with our compensation plans or are they, on the contrary, holding back our sales force? Sales force compensation helps thousands of leaders around the world create compensation programs that drive sales performance, increase revenue, and drive growth.
Humans, who are almost unique in their ability to learn from the experience of others, are also notable for their apparent aversion to doing so.
Douglas Adams
Douglas Adam (1952-2001), a British writer and radio scriptwriter, worked at BBC Radio. His book “The Hitchhiker’s Guide to the Galaxy” was a bestseller in the United Kingdom in 1984. He said that human beings, although unique in their ability to learn from the experience of others, are reluctant to do so. If you are one of the first, one of those who want to learn from the experience of others, do not hesitate to take a look at my recommendation of the best-selling books in 2020. I have read each one of them and although they have quite a few things in common, and pose similar scenarios and challenges, from each one I have been able to extract lessons from the experience of their authors.
Top 10 Best Selling Books
1.- On Sales
books-b2b-sales-on-sales
Various authors
It belongs to the Harvard Business Review´s 10 Must Reads vp technical email lists collection. If you only have to think of one sales book, this could be the choice. 10 articles totally focused on the sales challenges that exist at the moment:
Understanding your customer's purchasing center.
Integrate marketing and sales operations.
Advise your business and its impact on your sales force.
Transition beyond a sales solution.
Increasing the power of micro markets.
Motivate your sales force appropriately.
2.- Hacking Sales
hacking-sales-2-books-b2b
Max Altshuler
One of the best books for building a high-velocity sales machine, it shows you how to get ahead of the rest of your competitors with a focused and more effective effort for the sales process. This book shows you how to carry out sales operations from start to finish, learning the critical hacks at each stage of the process. From finding leads at the top of the funnel, to creating massive lists of potential clients (ICP and TAM) and using multiple prospecting strategies, it allows you to perfect the accompaniment of the process and improve closing rates.
3.- Coaching Salespeople into Sales Champions .
coaching-3
Keith Rosen
How many salespeople and sales managers are failing to reach their full potential? What stands in the way of higher performance is not something they lack, but something they don't consistently get: effective coaching. Unfortunately, most sales managers fail to provide consistent, effective coaching and lack the skills necessary to have a positive, long-term impact on their salespeople's performance. With this book, you'll gain a proven coaching framework used by leading organizations to improve sales team confidence.
4.- Cracking the Sales Management Code
cracking-4
Jason Jordan and Michelle Vazzana
Improve your sales by focusing on the metrics that matter most. “Sales may be an art, but sales management is a science. Cracking the Sales Management Code reveals that science and provides practical steps to identify the metrics to measure for success,” -Arthur Dorfman, Country Vice President, SAP. The proliferation of multiple metrics management tools has created a false sense of control for sales executives. So, it’s time to get back to basics and establish the right control that comes from what’s really happening in the sales force.
5.- Sales Management Simplified
sales-5
Mike Weinberg
Are salespeople lazy or ineffective? Are prospecting methods outdated? Why aren't salespeople producing as they should? More often than not, the answers aren't what we expect... the answer lies not with the sales team but with the way it is led. This book points out the problems that plague sales forces and the dramatic mistakes that most impact team results - even by the best-intentioned managers. This book shows, in a simple way, how to implement a correct leadership framework for the team and the sales culture.
6.- Building a Winning Sales Management Team. The Force Behind the Sales force .
building-6
Andris A. Zoltners, Prabhakant Sinha and Sally E. Lorimer
Frontline sales managers (FLMs) play a key role in helping a sales organization drive profitable revenue growth in an ever-changing business environment. But even though they are responsible for managing and driving sales force performance, FLMs often don't receive enough time, attention, and resources from sales leaders. Building a winning sales management team requires considering the importance of FLMs to sales organizations. This book shows how to cultivate successful FLM management formulas and improve team productivity.
7.- What your CEO needs to know about Sales Compensation
ceo-7
Mark Donnolo
The way a company designs its sales compensation program has a much greater direct impact on behavior and results than any sales training program, sales management method, or leadership message. Yet most executives fail to view the organization as a whole, leading to fundamental mismatches between sales strategy and organizational goals. In this book we can find valid thinking models for defining a revenue roadmap by identifying core competency areas.
8.- Compensating the Sales Force
compensating-8
David J. Cichelli
Salespeople can be motivated in a multitude of ways, but the way they are paid is the one that lingers most in their minds. Sales compensation is one of the best tools to motivate any sales force and thus maximize sales revenue. Do we have sales compensation plans strategically aligned with our compensation plans or are they, on the contrary, holding back our sales force? Sales force compensation helps thousands of leaders around the world create compensation programs that drive sales performance, increase revenue, and drive growth.