The Dolphin And The Cow - How to Sell More
Faster with Sales Process Engineering - by Todd Youngblood, The YPS Group,
2004
Everything a sales manager needs to know to generate an 8-12% annual,
incremental increase in sales performance per rep. |
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buy now... |
| Made to Stick - by Chip
& Dan Heath An extremely practical
(and entertaining) to effective communication |
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| Lean
Thinking - by Womack & Jones
The classic primer on the
power of "Lean." |
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| Sales & Marketing The Six Sigma Way
- by Michael Webb Comprehensive
discussion of applying this hugely successful management methodology to
sales |
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| Super Crunchers - by
Ian Ayers Any business manager (in
other words, any sales rep/manager) who's not "numerate" is missing the
boat. Ayers lays out an easy to read and compelling case for the power
of numbers and quantitative analysis. Provides the basis for defining
value and differentiation in a very concrete fashion.
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| Leadership - by Rudi
Giuliani There's a whole lot a sales
manager can learn from the former mayor of New York. It's about the
metrics! |
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| The E-Myth Revisited -
by Michael Gerber A truly
excellent and concise model for any entrepreneur or for any sales
professional with an entrepreneurial self-image. Think "Innovate,
Quantify, Orchestrate!" |
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The Elements of Style -
by Strunk, White & Angell
The best book on writing and packaging ideas for business ever written. |
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| The Prime Solution - by
Jeff Thull Excellent process for
quantifying and "dollarizing" the value of what you sell and deliver |
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Sales Process Engineering
- by Paul Seldon
Excellent intro to
"Quality" management geared to sales |
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| Blue Ocean
Strategy - by W. Chan Kim & Renee Mauborgne
Interesting discussion about
competing in uncontested market space and making the competition irrelevant |
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The Six Sigma
Revolution
- by
George Eckes
Excellent intro
the continuous process improvement methodology - everything a sales exec needs
to know
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| The Sales
Compensation Handbook - by Stockton Colt
Comprehensive overview of how
to build an effective sales comp plan |
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| The Delta Project - by
Hax, Wilde & Thurow An outstanding
framework for thinking about and defining your differentiation. |
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| Leading Change - by
John Kotter Great insights from a general
management perspective. Useful concepts for introducing accountability
in a sales force. |
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| Business Process Management
- The Third Wave - by Smith & Fingar |
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| Business Process
Improvement - Harrington |
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Good To
Great -by
Jim Collins
Excellent strategic model - Triggered all kinds of ideas for me to improve my
own business |
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Sales Lexicon - by Carlos Quintero
A well-written, compact dictionary devoted exclusively to the sales
profession! |
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buy now... |
Moneyball - by
Michael Lewis
Fantastic analogy between great athletes and great sales people. Can
they be made? Or must they be born? The conclusion... It's process. It's
metrics. It's continuous improvement. They can be made. |
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| The
Commanding Heights - by Stanislaw
All sales managers and
professionals should at least some economics and economic history - great
overview - companion book to a PBS special |
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The New
Strategic Selling - by Stephen Heiman & Diane Sanchez
A new edition of a classic. Contains the most commonly asked questions
from the Miller Heiman workshops. |
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