Welcome to a trusted resource born from half a decade of experience as a sales manager in the dynamic world of banking.
Now, I’m excited to share the insights and strategies that have not only sustained my career but pushed it to new heights.
In this article, I will present the results of my research to help you choose the best books for sales managers. Based on essential criteria such as content, reader reviews, and the topics addressed by each book, I have selected the Top 7 Sales Management books to read in 2023.
The best sales management books for New sales managers
Embarking on a career as a new sales manager can be both exciting and challenging. To help you navigate this transformative role with confidence, we’ve curated a list of the best sales management books explicitly tailored for new sales managers.
These books are your trusted companions on the journey to mastering sales leadership, offering insights, strategies, and proven techniques to kickstart your success.
1. “Sales Management For Dummies” by Butch Bellah
“Sales Management For Dummies” by Butch Bellah is a comprehensive and approachable resource for those looking to demystify the complexities of sales management. This book provides a valuable toolkit for success, especially for new sales managers.
Summary of Positive Customer Reviews:
By reading customer reviews, we have seen that one finds a strong appreciation for the book’s simplicity and accessibility. Readers compliment Bellah for breaking down the intricacies of sales management into easy-to-digest concepts.
They highlight the practicality of the advice offered, emphasizing that it’s suitable for sales managers at various stages of their careers. Positive reviews often mention the book’s user-friendly language and practical exercises that help reinforce key lessons.
Summary of Negative Customer Reviews:
While the majority of reviews are positive, a few readers had some reservations. Some expected more in-depth strategies and advanced insights, which they felt needed to be improved in the book. Others noted that the book’s conversational style occasionally borders on oversimplification.
However, it’s important to consider that “Sales Management For Dummies” is intended to provide a foundational understanding that might not meet the needs of those seeking advanced techniques and strategies.
I recognize the importance of accessible resources in the field of sales management, and “Sales Management For Dummies” delivers just that.
Butch Bellah’s book serves as a valuable entry point for individuals stepping into the world of sales management or those seeking a refresher on the fundamentals.
The book excels in its ability to simplify complex concepts. It covers a wide range of topics, from building a successful sales team to effective communication and performance evaluation. The inclusion of practical exercises and templates makes it an interactive learning experience, allowing readers to apply what they’ve learned directly to their roles.
However, it’s essential to recognize that this book is intentionally designed for those seeking a foundational understanding of sales management.
If you’re already well-versed in the field, you may find some sections needing more depth. In such cases, supplementing your knowledge with more advanced resources may be necessary.
In conclusion, “Sales Management For Dummies” by Butch Bellah is a valuable resource for anyone looking to grasp the basics of sales management. While it may not delve into advanced strategies, its user-friendly approach and practical exercises make it an excellent starting point for those new to the role.
It’s important to set your expectations in line with the book’s intended audience. If you’re seeking a solid foundation and actionable insights in an easily digestible format, this book is a worthy addition to your library.
2.”First-Time Manager: Sales” by Mike Weinberg
In “First-Time Manager: Sales”, authored by Mike Weinberg, you’ll discover a priceless compass for those venturing into the challenging domain of sales management for the first time.
This book is an indispensable companion to becoming a proficient sales manager.
Summary of positive Customer Reviews:
Upon perusing customer feedback, a prevailing theme emerges – an abundance of praise. Readers laud Mike Weinberg for his pragmatic and actionable counsel, thoughtfully tailored for fledgling managers. Many extol the author’s knack for cutting through complexity and delivering absolute, unvarnished wisdom.
Positive testimonials frequently underscore how this book has eased the transition into a managerial role, endowing newcomers with the tools and self-assurance requisite for excellence.
Summary of Negative Customer Reviews:
Though most reviews exude positivity, some readers desire more advanced tactics and strategies. Some opined that the book’s content leans predominantly towards foundational aspects of sales management, potentially failing to satisfy the appetites of those pursuing more profound insights.
It’s essential to bear in mind, however, that this book is meticulously crafted with first-time managers in mind.
This book is an important starting point for individuals embarking on their maiden journey as sales managers.
The book excels in its simplicity and pragmatism. Weinberg adeptly navigates readers through the fundamental facets of sales management, encompassing areas such as establishing expectations, coaching, and nurturing team development.
His no-frills approach, complemented by real-world illustrations, facilitates an effortless comprehension and application of the underlying principles.
The book’s differentiating factor lies in its keen focus on the specific challenges confronted by novice managers. Weinberg identifies common pitfalls and furnishes actionable remedies to surmount them.
He emphasizes the significance of leadership qualities and interpersonal skills, acknowledging that effective sales management transcends numerical metrics.
While this book may cater to something other than the appetite for advanced strategies, it excels in fulfilling its primary mission. It endows fledgling managers with foundational knowledge and the tools to succeed in their burgeoning roles.
Like any resource, its efficacy depends on one’s level of proficiency and requirements; seasoned managers may find themselves supplementing their knowledge with more advanced literature.
3. “Sales Management. Simplified” by Mike Weinberg
Mike Weinberg’s “Sales Management. Simplified” is a game-changer for anyone looking to lead a sales team to exceptional results.
With a plethora of books on sales management out there, Weinberg’s work stands out as a beacon of clarity and actionable advice.
Summary of Customer Reviews:
I scoured through customer reviews to get a sense of the book’s impact, and the consensus is overwhelmingly positive. Many readers have praised Weinberg for his straightforward approach and practical guidance.
They appreciate his no-nonsense style, which cuts through the fluff and dives straight into what really matters in sales management.
Reviewers also highlight the book’s relevance to real-world scenarios and its immediate applicability to their teams. One customer even called it the “Sales Manager’s Bible.”
I can attest that “Sales Management. Simplified” is a gem in the realm of sales literature. Weinberg masterfully clarifies complex concepts into actionable steps that any sales manager, regardless of their experience level, can implement.
What sets this book apart is Weinberg’s candidness. He doesn’t sugarcoat the challenges of sales management; instead, he tackles them head-on with practical advice and a healthy dose of motivation.
His emphasis on the fundamentals of sales leadership, like setting clear expectations and holding your team accountable, is a breath of fresh air.
The book is structured logically, making it easy to absorb and implement the strategies one step at a time. Weinberg provides concrete examples and case studies, which are immensely valuable for illustrating his points.
Weinberg’s passion for the subject matter shines through every page, making it a compelling and motivating read.
To summarize, if you’re serious about transforming your sales team and achieving exceptional results, I wholeheartedly recommend “Sales Management. Simplified” by Mike Weinberg.
It’s a book that will not only inspire you but also provide you with the actionable tools you need to excel in the competitive world of sales management.
4.”Sales Management Essentials You Always Wanted To Know” by Vishal Desai
“Sales Management Essentials You Always Wanted To Know” by Vishal Desai has garnered a fair share of positive reviews from its readers.
Many readers praise the book for its detailed and easy-to-understand approach to sales management. Desai’s writing style is often commended for being concise and practical, making it accessible even to those without a deep background in sales.
Several reviewers also appreciate the real-world examples and case studies that help illustrate key concepts. Overall, the book resonates with those looking for a practical guide to sales management.
Summary of Negative Reviews:
Like any book, “Sales Management Essentials You Always Wanted To Know” isn’t without its criticisms. Some readers have found the content to be basic, particularly if they already have significant experience in sales management.
Additionally, a few reviewers mentioned that they were hoping for more in-depth insights and strategies and felt that the book fell short in that regard.
Negative reviews tend to come from individuals with higher expectations regarding the book’s depth and complexity.
“Sales Management Essentials You Always Wanted To Know” by Vishal Desai provides a valuable resource for those new to sales management or seeking a refresher on the fundamentals.
The book’s simplicity and clarity are its strengths, making it an excellent choice for beginners. The inclusion of practical examples and case studies adds a real-world dimension to the content, helping readers apply the concepts they learn.
However, for experienced sales managers looking for advanced strategies and cutting-edge insights, there are better fits than this book.
The criticism of the book’s simplicity is valid in this context, as it does not analyze deeply the complex sales management strategies. Therefore, I recommend this book primarily for those who are new to sales management or looking for a foundational guide.
In the end, “Sales Management Essentials You Always Wanted To Know” serves its purpose as an introductory guide to sales management.
While it may not satisfy the expectations of seasoned professionals seeking advanced insights, it’s a valuable resource for beginners and those looking to build a strong foundation in sales management concepts.
5.”Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives” by
“Coaching Salespeople into Sales Champions” by Keith Rosen has received widespread acclaim from both sales professionals and managers. One of the most appreciated aspects of the book is its practicality.
Readers often compliment Rosen for providing actionable strategies and real-world examples that can be immediately implemented in the sales coaching process.
Many reviewers have highlighted the book’s comprehensive approach to sales coaching, covering everything from skill development and motivation to effective communication.
Readers find Rosen’s emphasis on coaching as a continuous process rather than a one-time event particularly valuable.
Another frequently mentioned positive aspect is the author’s deep understanding of the sales industry. Keith Rosen draws upon his extensive experience in sales coaching to offer insights that resonate with professionals at all levels.
Readers appreciate the book’s ability to address the specific challenges faced by sales managers and executives.
Summary of Negative Reviews:
While “Coaching Salespeople into Sales Champions” has garnered praise, it’s not immune to criticism. Some readers have pointed out that the book can be overly detailed in certain areas, potentially overwhelming those looking for a quick fix. Additionally, a few have found the writing style somewhat dry and academic, which might not suit everyone’s taste.
Some readers have mentioned expecting more case studies and examples from various industries, feeling that the book occasionally becomes repetitive.
It’s worth noting that these criticisms are relatively minor compared to the overwhelming positive feedback the book has received.
“Coaching Salespeople into Sales Champions” by Keith Rosen is undeniably a valuable help for sales managers and executives looking to elevate their coaching game. The book’s practical insights and actionable advice make it a go-to guide for those in the sales industry.
Rosen’s deep knowledge of the field shines through, and his emphasis on coaching as an ongoing process is a refreshing perspective. While the book can be detailed, this is a strength rather than a weakness, as it provides a comprehensive toolkit for readers to draw from.
Regarding criticisms, the book’s style may not be for everyone, and the occasional repetition might be a minor drawback. However, these issues should encourage you to explore the wealth of knowledge in its pages.
In conclusion, “Coaching Salespeople into Sales Champions” is a worthwhile investment for anyone in sales management. Its actionable strategies and insights can potentially transform sales teams and entire organizations, making it a must-read for those looking to achieve sales excellence through effective coaching.
The best sales management books for Seasoned sales managers
As a seasoned sales manager, you’ve already beaten multiple challenges and achieved significant milestones in your career. Now, it’s time to elevate your leadership skills and strategies to even greater peaks.
In this selection, I present the best sales management books that meet the needs of experienced sales managers like you, offering advanced insights, innovative techniques, and proven approaches to further excel in the world of sales leadership.
6.”Sales Management: Analysis and Decision Making” by
“Sales Management: Analysis and Decision Making” by Thomas N. Ingram, Raymond W. LaForge, and Ramon A. Avila is a crucial resource for anyone seeking to delve deep into the strategic aspects of sales management.
This book is a powerful tool for honing your decision-making skills and achieving excellence in the world of sales leadership.
Summary of Positive Customer Reviews:
A close look at customer reviews reveals an overwhelmingly positive sentiment. Readers applaud the authors for their comprehensive coverage of sales management topics, emphasizing the book’s depth and thoroughness.
Many praise the strategic focus, highlighting that it goes beyond the basics to explore advanced concepts. Positive reviews often mention the practical application of the knowledge gained from this book in real-world sales scenarios.
Summary of Negative Customer Reviews:
While the majority of reviews are glowing, a few readers noted that the depth of content might be overwhelming for those new to sales management. Some suggested that the book could benefit from more real-life case studies to illustrate the concepts further.
However, these critiques are minor in comparison to the wealth of knowledge the book provides.
I can confidently say that “Sales Management: Analysis and Decision Making” is a heavyweight in its field. Ingram, LaForge, and Avila have meticulously crafted a resource that caters to the needs of seasoned sales managers.
What truly sets this book apart is its analytical approach. It doesn’t just scratch the surface; it dives deep into sales management strategies, decision-making processes, and the data-driven dynamics of the field.
It equips readers with the tools to analyze complex sales scenarios, make informed decisions, and drive performance.
The strategic perspective offered in this book is invaluable. It explores critical topics such as market segmentation, sales forecasting, and territory management with an eye on optimizing results.
Real-world examples and case studies provide practical insights into applying these strategies.
While the book’s comprehensive nature may appear daunting to beginners, it serves as an excellent resource for those aiming to expand their knowledge and expertise.
If you’re serious about becoming an experienced sales manager and are willing to invest the time and effort, this book will be your guiding light.
In conclusion, “Sales Management: Analysis and Decision Making” is a must-read for those who seek a deep understanding of sales management.
Its strategic focus, wealth of information, and practical insights make it a valuable addition to any sales manager’s library.
While there may be better starting points for beginners, it’s a treasure trove of knowledge for those looking to elevate their decision-making prowess and achieve excellence in sales management.
7. “Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance” by
This book is a beacon of enlightenment in the world of sales management. If you’re ready to transform your sales team’s performance, this book is your indispensable guide.
Digging into the customer reviews reveals a chorus of acclaim for this book. Readers commend the authors for their systematic approach to sales performance measurement and management.
They appreciate the clarity and practicality of the concepts presented. Many have highlighted the real-world applicability of the book’s insights, often describing it as a “game-changer” in their sales leadership roles.
While this book enjoys widespread acclaim, a small number of readers have expressed concerns. Some found the content to be highly data-focused, which might not align with those seeking a more intuitive or qualitative approach to sales management.
Others felt that the level of detail could be overwhelming for beginners in the field. However, these negative reviews are far outnumbered by the positive ones.
I can assert that “Cracking the Sales Management Code” is a revelation. Jason Jordan and Michelle Vazzana have masterfully examined the complexities of sales performance and made them accessible to all.
What makes this book useful is its emphasis on data-driven decision-making. In an era where metrics drive success, the authors provide a clear roadmap for identifying and managing the most critical performance indicators.
Their focus on KPIs and the Sales Management Code framework is nothing short of brilliant.
This book transforms data into actionable insights that can supercharge your sales team’s performance.
Moreover, the book continues beyond metrics. It examines the art of coaching and development, recognizing that managing performance goes hand in hand with nurturing talent.
The authors illustrate these concepts with real-world case studies, making them tangible and immediately applicable.
So, if you’re serious about boosting your sales team’s performance, “Cracking the Sales Management Code” is your secret weapon.
It’s a comprehensive guide that empowers you with the knowledge and tools to succeed in the ever-evolving landscape of sales management.
The positive reviews speak volumes, and the book’s immense value overshadows the few negative comments.
8. “Sales Manager Survival Guide: Lessons From Sales’ Front Lines” by David A. Brock
“Sales Manager Survival Guide: Lessons From Sales’ Front Lines” by David A. Brock is a treasure trove of wisdom for anyone navigating the challenging world of sales management.
If you’re a sales manager seeking practical insights from the front lines of sales, this book is your indispensable survival guide.
Summary of Positive Customer Reviews:
Scouring through customer reviews reveals an overwhelming appreciation for this book. Readers commend David A. Brock for his real-world experience and his ability to clarify invaluable lessons into actionable advice.
They praise the book’s straightforward approach, which offers immediate applicability to the complex world of sales management.
Many reviewers highlight the book’s role as a mentor, guiding them through tough situations and providing practical solutions.
Summary of Negative Customer Reviews:
While the majority of reviews are positive, a few readers had some reservations. Some felt that the book could benefit from more in-depth case studies or additional examples to illustrate its points.
However, these critiques are a minor footnote in the overall chorus of praise.
I can say that the “Sales Manager Survival Guide” is an invaluable resource for sales managers at any stage of their careers.
David A. Brock draws from his extensive experience to offer a wealth of insights and guidance that you won’t find in textbooks.
The book excels in its practicality. It addresses real-world challenges faced by sales managers and provides actionable solutions.
Brock’s candidness in discussing the gritty, day-to-day aspects of sales leadership is refreshing. He recognizes that sales management isn’t just about numbers; it’s about leadership, coaching, and, most importantly, people. This human-centric approach sets this book apart.
What truly resonates is the book’s mentorship quality. Reading it feels like having a wise mentor by your side, guiding you through the trenches of sales management. It’s filled with anecdotes and stories that breathe life into the lessons, making them relatable and memorable.
In conclusion, “Sales Manager Survival Guide” is a must-read for anyone in the world of sales management. It provides a roadmap for navigating the complexities of the role with confidence.
Positive reviews from fellow sales managers affirm its value, and any minor critiques fade in comparison to the wealth of insights it offers.
9. “Emotional Intelligence for Sales Leadership: The Secret to Building High-Performance Sales Teams” by Colleen Stanley
Summary of Positive Reviews:
“Emotional Intelligence for Sales Leadership: The Secret to Building High-Performance Sales Teams” by Colleen Stanley has received distinction for its unique approach to sales leadership.
Many readers and reviewers commend the author’s focus on emotional intelligence (EQ) and its significant impact on building and leading successful sales teams.
Stanley’s writing style is often described as engaging and relatable, making complex EQ concepts accessible to readers. Additionally, the book is highly regarded for its practical strategies and actionable advice that can be applied in real-world sales leadership situations.
Readers appreciate the focus on empathy, self-awareness, and relationship-building as essential skills for effective sales leadership.
Summary of Negative Reviews:
While “Emotional Intelligence for Sales Leadership” has garnered widespread acclaim, some readers have expressed concerns. A few reviewers mention that the book’s content can feel repetitive, particularly when emphasizing the importance of emotional intelligence.
Others note that the book may be more relevant for sales leaders and managers rather than individual sales representatives.
There is also a minority of readers who feel that the book could dive even deeper into certain aspects of emotional intelligence and its application in the sales context.
This book offers a refreshing and insightful perspective on sales leadership. Stanley’s emphasis on emotional intelligence as a cornerstone of successful sales team management is both timely and relevant.
The book provides valuable guidance on how EQ can be harnessed to enhance leadership effectiveness, team collaboration, and overall sales performance.
While some readers may find the book’s messaging repetitive, it underscores the critical role that emotional intelligence plays in sales leadership. The repetitive nature can also be beneficial in reinforcing these essential concepts.
However, it’s essential to note that the book is primarily targeted at sales leaders and managers, and its content may be less directly applicable to individual sales representatives.
For those in sales leadership roles or aspiring to such positions, “Emotional Intelligence for Sales Leadership” offers a practical roadmap to improving leadership skills and fostering high-performance sales teams.
Stanley’s insights and actionable advice make this book a valuable resource for anyone looking to enhance their effectiveness in the sales leadership arena.
In summary, “Emotional Intelligence for Sales Leadership” by Colleen Stanley is a recommended read for sales leaders and managers interested in harnessing the power of emotional intelligence to build and lead high-performing sales teams.
Its emphasis on empathy, self-awareness, and relationship-building aligns with the evolving landscape of sales leadership in today’s business world.
10.”Sales Management That Works: How to Sell in a World that Never Stops Changing” by Frank V. Cespedes
“Sales Management That Works” by Frank V. Cespedes has received positive reviews for its insightful approach to sales management in an era of constant change.
As highlighted by readers, one of the book’s key strengths is its relevance in a fast-paced and evolving sales environment.
Many reviewers commend Cespedes for his ability to provide practical strategies adaptable to the ever-changing sales world. The book emphasizes the importance of aligning sales strategies with shifting market dynamics and customer behaviours, a concept that resonates with today’s sales professionals.
Readers appreciate the depth of research that underpins the book, as Cespedes draws on real-world examples and case studies to illustrate his points.
The focus on data-driven decision-making and technology integration has also been well-received by those looking to stay competitive in the sales field.
Summary of Negative Reviews:
While this book has received overall praise, it’s not without criticism. Some readers have found the book quite dense, with many technical jargon and complex concepts. This can be challenging for those seeking a more straightforward or introductory guide to sales management.
A few readers have noted that the book’s emphasis on data and technology may only apply to some sales teams, notably smaller or less tech-savvy organizations. The book could benefit from more practical, step-by-step implementation guidance.
“Sales Management That Works” by Frank V. Cespedes is a beneficial resource for sales professionals and managers in today’s rapidly changing business landscape.
Cespedes’ focus on adaptability and alignment with market shifts is particularly relevant in an era in which the sales environment is constantly changing.
The book’s emphasis on data-driven decision-making and technology integration is a timely reminder of the tools available to modern sales teams.
However, it’s worth noting that this approach may only suit some, especially those in smaller or less technologically advanced organizations.
The book’s criticisms, such as its density and technical complexity, are valid points to consider. This book may be best suited for individuals with a solid foundation in sales management looking to deepen their understanding of navigating contemporary sales challenges.
To recap, “Sales Management That Works” offers valuable insights and strategies for thriving in a world of ever-changing sales dynamics.
While it may not be a one-size-fits-all solution, its focus on adaptability and data-driven decision-making makes it relevant for sales professionals aiming to stay ahead in an evolving market.
In the dynamic world of sales management, staying ahead of the curve is essential for success. As we step into 2023, a plethora of sales management books have emerged, each offering unique insights and strategies to help sales professionals thrive in this ever-evolving field.
The “7 Best Sales Management Books to Read in 2023” curated in this list encompass a wide range of topics, from emotional intelligence and high-performance team building to fundamental sales management essentials.
These books serve as valuable resources for both newcomers and seasoned veterans in the sales management arena. They provide a wealth of knowledge and actionable advice to drive sales teams toward greater productivity, customer satisfaction, and overall success.
Whether you’re looking to enhance your leadership skills, refine your sales strategy, or develop a deeper understanding of the modern sales landscape, these books have got you covered.
In the year ahead, consider investing your time in these top-notch sales management books. By doing so, you’ll not only expand your knowledge base but also position yourself and your sales teams for success in the competitive and ever-changing world of sales.