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In my newsletter last month, I recommended several sales books to motivate and enhance the skills of the sales staff. This month I'm focusing on those who manage salespeople.
Reading a book on sales management will do for you what a book on sales does for a rep - motivate, remind, inspire, and offer new ideas. Here are a few I recommend:
"The Accidental Sales Manager" by Suzanne Paling
Pressed for time? Wear a lot of different hats within your organization? Push sales force management to the bottom of the to-do list? Feel guilty about it? Learn how to best spend your limited time when it comes to running the sales staff. For instance, discover how and how often to meet with the reps. View examples of reports that inform you about the activities of the salespeople. In an organized and systematic manner, become increasingly more effective at managing your sales force. Watch how quickly your confidence grows as you communicate expectations and hold reps more accountable.
"Coaching Salespeople into Sales Champions:
A Tactical Playbook for Managers and Executives"
by Keith Rosen
Optimally, managers create an environment where salespeople solve their own problems. However, many well- meaning companies and managers fall short of that ideal. Rosen writes about the 7 types of managers that exist in the workplace (The Pitchfork Manager, the Pontificating Manager etc.) and the 6 fatal mistakes they make (Wanting More for Others than they Want for Themselves, Share Ideas, Not Expectations etc.). Rosen offers realistic advice and guidance to those managers aspiring to work side-by-side with their salespeople to maximize their skills and abilities as opposed to feeling like they're always telling them what to do.
"Sales Management DeMYSTiFieD: A Self Teaching Guide" by Robert J. Calvin
No substitute exists for a review of the basics. Regardless of what one does for a living, we all need to revisit the "blocking and tackling" of our chosen professions from time to time. Few sales managers would contend that their organization's compensation plan, hiring and recruiting practices, territory alignments, or performance evaluations are perfect in every way, leaving no room for any kind of improvement whatsoever. Essential for recently appointed sales managers and a sophisticated skill update for any seasoned sales management veteran.
No one can do it all alone. From time to time we all need coaching, guidance and advice. Hopefully these books will provide all that and more in an interesting and informative manner.
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